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 ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...

If you’re close to the sales function of your company, answer this question: What are the three most common objections you get? (Budget is probably one.) How do you handle these objections? HOW you ...

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 ...

Even the most experienced salesperson can fumble and, yes, nosedive when handling objections during a sales call. This is especially true for what I call the “overnight salesperson” – the business ...

Many of us have been taught for years that the key to sales is overcoming clients’ objections and comforting them when they express concern over your product or service. Your organization might, in ...