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 ...

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 ...

“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 ...

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 ...

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 ...

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 ...

There are many different ways to lose a sale. The single most challenging issue many sales pros and entrepreneurs face is how to overcome an objection. There are many tactics you can use to overcome ...