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 ...

Forbes contributors publish independent expert analyses and insights. Forbes Contributor covering the future of entertainment technologies. Salespeople perpetually fight an uphill battle against ...

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 ...

One problem brokers must face is rejection—made even more difficult due to the state of the economy and uncertainty over how health reform will affect them. More employers are cutting back on both ...

Here’s some really basic sales techniques, right from the mouth of one of the world’s true greats in sales training, the inimitable Tom Hopkins. (Check out the great video on his home page!) I’ll give ...

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 ...

Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that ...

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 ...

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 ...