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 ...

Sales representatives are charged with the challenging task of sealing the deal with each and every customer they come in contact with. When customers object to buying into the products and services ...

Many sales people will tell you one of the biggest worries in sales, besides prospecting, is dealing with customer objections. It’s true many people do not like dealing with objections or conflict, ...

A Demo's Worth a Thousand Words: If they have a need for wireless-N, just demo it. For one music entertainment customer, I brought some gear over and set up a demo. Just dragged-and-dropped a raw ...

If your job involves selling, chances are you’re going to hear one of these objections: “It costs too much!” or “The price is too high.” The next time you do, try this simple five-step process to ...