Customer objections are an unavoidable part of selling. While many sales reps think of customer objections as rejection, they are really a request for more information. Successful sales reps view ...

Sales professionals can gain valuable insights from sales scenes in movies. While Hollywood might seem like an unlikely source of inspiration, there are many important sales lessons to be found in its ...

Once in a great while, a single source of effort can yield extraordinary results. For customer service, this comes in the form of an Objections Doc, a list made to understand and address the common ...

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 ...

The basic sales process consists of establishing contact with a customer, developing a relationship of trust, presenting the product's value proposition, handling customer objections, closing the sale ...

You might have heard the adage that asking a disturbing question is the key to the sale. Although I agree with that statement, there is another equally important with respect to the profession of ...

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 ...