A 30-year professional shares the story that changed his approach to life insurance sales and a script to overcome the top objection. This week’s Stay Paid guest, Bill Thurman, is an author, an agency ...

When selling anything, especially when face to face, objections and rejections can come in many forms. The skills of the salesman or saleswomen come into their own when trying to turn around declining ...

Are you the type of person who quickly deals with sales objections, providing answers immediately and trying to overcome any protests as quickly as possible in order to move the other party toward the ...

There are a lot of things that can lead to not understanding your solution for their problem. That is what you are doing, right? Coming with a solution. Be careful to plan ahead and focus on ...

“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 ...

Salespeople perpetually fight an uphill battle against rejection and adversity. Rejections loom especially large at the beginning of sales cycles. In 2007, it took an average of 3.7 cold call attempts ...

Success often hinges on our ability to identify and overcome obstacles and objections in life and business. The line between the two can sometimes be blurred for many of us. However, understanding the ...

For many small-business owners, sales is one of the toughest areas to master. This is especially true if you sell a high-ticket item that requires a significant time or financial investment on the ...

Opinions expressed by Entrepreneur contributors are their own. Sales organizations generally struggle to accept that potential buyers can have valid objections to some pieces of their offerings. It’s ...

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 ...