If you're in sales, you run into objection. Prospects have a myriad of reasons why they don't want to buy, or want to think things over. However, most of those objections have nothing to do with what ...

A sales objection can be a frustrating thing for any sales professional. One thing that a proactive sales professional needs to learn is that an objection is not the end of the sales process. With ...

How frustrating is it when you're cold calling or reaching out to a prospective buyer about your service or product and they say, "We already have that product, we already have that service, we've ...

L ast week, I posted a six=step recipe for answering sales objections. I intentionally left out one part, because it's highly controversial, or at least will be until after you guys have had a chance ...

Poor handling of leads can account for as much as 60 percent of fallout. “Objection handling” is searched more than 6,600 times per month on Google, showing this as a main area of concern for sales ...

Has someone ever asked you a question and your stomach dropped, your skin pricked and all of a sudden, it sounded like you were underwater? Congratulations! That’s what it can feel like to get your ...

It’s the most difficult common objection to overcome for most life insurance agents, especially those who are new or part-time to the business. It might even be worse than “I’m not interested.” At ...

Many enterprise software startups at some point have faced the invisible wall. For months, your sales team has done everything right. They’ve met with a prospect several times, provided them with ...

There’s a point in nearly every sales situation where the customer says something like “it costs too much” or “the price is too high.” The dumbest thing you can do at this point is to trot out the ...