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 ...

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 ...

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 ...

Here’s some really basic sales techniques, right from the mouth of one of the world’s true greats in sales training, the inimitable Tom Hopkins. (Check out the great video on his home page!) I’ll give ...

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 ...

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 ...