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 ...

Once in a great while, a single source of effort can yield extraordinary results. For customer service, this comes in the form of an Objections Doc, a list made to understand and address the common ...

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 ...

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 ...

Like most negative things in life, the best way to handle objections is to anticipate and prepare for them. Once an objection is stated, then a conversation becomes a contest with a winner and a loser ...

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 ...

Forbes contributors publish independent expert analyses and insights. Skilled marketers must proactively address customer objections in their content to win sales. Employ "fearless marketing" by ...