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 ...

Objections in life insurance aren't a dead end - they're an opportunity to build lifelong client relationships ...

Subscribe to BizTimes Daily – Local news about the people, companies and issues that impact business in Milwaukee and Southeast Wisconsin. Very few customers ever buy without raising objections. In ...

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 ...

Life insurance can play an important role in completing clients’ planning goals. I can't tell you the number of times that I've seen a policy make a significant difference after the death of the ...

“Hey, remember when you hung up on me?” Danny Patrick, a senior revenue manager at equipment marketplace Machinio, jokes with one of his customers. That’s right: A hang-up, flat-out “no,” or an ...

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 ...

There is no point in sugarcoating it: sales is synonymous with rejection. A salesperson faces rejection every single day, no matter how good their product or service is. If you are selling apps to ...

I truly believe in the power of ROI tools to enhance a sales team’s ability to close more deals. (If I didn’t, I wouldn’t be in the business of selling them.) However, not everyone agrees with me. In ...

Last week, in "Your Best Response to Three Common Objections," I gave Tom Hopkin's responses to three very common sales objections. That post spawned a detailed criticism of Tom's responses, with ...