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 ...

‘I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The average seller is stumped. He curses under his breath. ‘Arrgh! I’ve told them (his employer) a ...

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 ...

REALIZE YOU CAN'T WIN 'EM ALL: You're not going to win every deal or every opportunity that comes your way. SMBs CAN BE THRIFTY: Usually, objections are a function of price. They can get systems from ...

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 ...