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 ...

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 ...

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 ...

I once had the opportunity to be personally coached, one on one, by the great Tom Hopkins, arguably the world's most famous sales trainer. It was an incredible experience, needless to say. We spent ...

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 ...

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 ...

The most common objection in every sales situation is "it costs too much." When that phrase (or something like it) comes up, it means that you haven't yet shown the prospect that your offering is ...

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 ...

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 ...

Emotional intelligence helps salespeople handle rejection, read customer signals, and build trust. High-EQ sellers see "no" ...