During the sales process, a prospective customer or client may be pushing back on reasons to invest in your product or service. Listening to these customer objections—regardless of what they are or ...

Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing with objections not only what you say but also when you say it is key to success.

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 ...

Objections from customers’ stakeholders are inevitably going to be something that Customer Success Managers will come across from time to time. Perhaps one potential way of telling the mature Customer ...

Larry Vaughn, Sales Manager, Commercial Print and Mail Division, Thomas Printworks; Theresa Cloutier, SVP Marketing & Customer Experience, DMM, Inc.; and Barbara A. Pellow, Manager, Pellow and ...

The basic sales process consists of establishing contact with a customer, developing a relationship of trust, presenting the product's value proposition, handling customer objections, closing the sale ...

We encounter them all the time: Customer objections. The customer has a point of view that differs from that we wish they would have. Perhaps, they aren’t as interested in the things we want them to ...

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 ...

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 ...

Objection handling is one of the most important skill sets a real estate agent can master. There will always be stalls whether you work with buyers, sellers or both. So what’s the key? Find out from ...