How frustrating is it when you're cold calling or reaching out to a prospective buyer about your service or product and they say, "We already have that product, we already have that service, we've ...

A sales objection can be a frustrating thing for any sales professional. One thing that a proactive sales professional needs to learn is that an objection is not the end of the sales process. With ...

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 ...

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 ...

The toughest aspect of any sales position is overcoming a buyer's objections. Whether you offer a service or are a small business retailer, today’s buyers are more discerning than ever. Your goal is ...

Most sales pros hate objections. When you think you’re doing a good job presenting, the last thing you want to hear is “I want to think it over” or “I heard your service department sucks” or the ...

Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that ...

One of the many disturbing scenes in the 2000 movie “Boiler Room” is the alpha-salesman-speak of Ben Affleck’s character, who concludes: There is no such thing as a ‘no sale’ call. A sale is made on ...

Opinions expressed by Entrepreneur contributors are their own. Until a prospect reveals the truth about what he or she isthinking during the sales process, no salesperson–no matter howgood–can move in ...