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 ...

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 ...

We are all faced with objections, but what sets you apart from your competition is how you handle those objections. Here are my proven strategies on how to anticipate and understand objections, ...

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 ...

If your job involves selling, chances are you’re going to hear one of these objections: “It costs too much!” or “The price is too high.” The next time you do, try this simple five-step process to ...

In the first article of a five-part series, Barrett Consulting founder, Sue Barrett, explores the ways sales and marketing teams can minimise client objections. For many sales and marketing ...

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 ...

One can find a lot of great information when looking for tips and best practices on handling objections in sales. Many of these techniques can be highly effective in addressing the objection and ...

‘I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The average seller is stumped. He curses under his breath. ‘Arrgh! I’ve told them (his employer) a ...