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 ...

Every product or service that a company sells to a specific target market carries with it predictable, specific and repeatable sales obstacles that you must learn to effectively deal with and overcome ...

There is no point in sugarcoating it: sales is synonymous with rejection. A salesperson faces rejection every single day, no matter how good their product or service is. If you are selling apps to ...

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 ...

Subscribe to BizTimes Daily – Local news about the people, companies and issues that impact business in Milwaukee and Southeast Wisconsin. Very few customers ever buy without raising objections. In ...

I truly believe in the power of ROI tools to enhance a sales team’s ability to close more deals. (If I didn’t, I wouldn’t be in the business of selling them.) However, not everyone agrees with me. In ...

“Hey, remember when you hung up on me?” Danny Patrick, a senior revenue manager at equipment marketplace Machinio, jokes with one of his customers. That’s right: A hang-up, flat-out “no,” or an ...

Unless you’ve been living under a rock for the past few months, you’re aware of the protests and actions that have sprung up in the wake of the police murders of Mike Brown and Eric Garner. In ...

The toughest aspect of any sales position is overcoming a buyer's objections. Whether you offer a service or are a small business retailer, today’s buyers are more discerning than ever. Your goal is ...

Last week, in "Your Best Response to Three Common Objections," I gave Tom Hopkin's responses to three very common sales objections. That post spawned a detailed criticism of Tom's responses, with ...