Guiding a prospect through the sales process is always tricky. No matter how many tactics you’ve implemented to increase your conversion rate, it seems that new sales team members, in particular, are ...

One can find a lot of great information when looking for tips and best practices on handling objections in sales. Many of these techniques can be highly effective in addressing the objection and ...

Larry Vaughn, Sales Manager, Commercial Print and Mail Division, Thomas Printworks; Theresa Cloutier, SVP Marketing & Customer Experience, DMM, Inc.; and Barbara A. Pellow, Manager, Pellow and ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...

Even the most experienced salesperson can fumble and, yes, nosedive when handling objections during a sales call. This is especially true for what I call the “overnight salesperson” – the business ...

I remember when I started selling. I was always keen to make the conversation stay positive. I avoided difficult questions. I always tried to talk to prospects and customers about positive things.

A friend of mine that works in the food service industry suggested this topic. He has noticed that one of the biggest challenges many sales people face is the inability to overcome buyer's objections.