In an ideal world, the sale of your product or service runs smoothly and with no objections from the prospect, but we all know that most sales are far from ideal. The reality is that handling sales ...

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 ...

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 ...

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 ...

Learning how to overcome objection is a skill that we all, as human beings, must practice every day. No matter your profession, there will be others who object to your proposals, statements, decisions ...

Do you know how, any time you call a call centre, they play a pre-recorded message informing you your call might be monitored for training and coaching purposes? Well, your humble correspondent has ...

One of the many disturbing scenes in the 2000 movie “Boiler Room” is the alpha-salesman-speak of Ben Affleck’s character, who concludes: There is no such thing as a ‘no sale’ call. A sale is made on ...

Forbes contributors publish independent expert analyses and insights. Unfortunately, at that point, you’ve more than likely already lost. You’re dealing with objections as they come and operating from ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The final expense insurance industry presents unique challenges, particularly when it comes ...