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 ...

Yesterday, in "How to Kill an Objection For Good", explained how to put an objection permanently to rest. It's a useful, classic technique. However, I would be remiss if I didn't point out that ...

There are many articles on the internet about how to deal with sales objections, but is the information they are conveying right for you and your potential buyer? In many cases, I would say no, and ...

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. Until a prospect reveals the truth about what he or she isthinking during the sales process, no salesperson–no matter howgood–can move in ...

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 ...

A bankruptcy judge is scheduled Monday to consider the sale of essentially all the assets of Mercy Hospital to the University of Iowa. As the hearing approaches, a flurry of objections has been filed ...