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 ...

A Demo's Worth a Thousand Words: If they have a need for wireless-N, just demo it. For one music entertainment customer, I brought some gear over and set up a demo. Just dragged-and-dropped a raw ...

Outbound telesales agents selling goods and services to consumers over the phone need to have the skills and knowledge necessary to rebut any objections their potential customers might raise. If a ...

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 ...

In an ideal world, the sale of your product or service runs smoothly and with no objections from the prospect, but we all know that most sales are far from ideal. The reality is that handling sales ...

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 ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The final expense insurance industry presents unique challenges, particularly when it comes ...

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 ...

Greg Knieriemen, vice president of marketing at Chi, Cleveland, on handling objections: NO CHOICE: Some companies might not want to do e-mail archiving, but they do it because they have regulations ...