Sales professionals can gain valuable insights from sales scenes in movies. While Hollywood might seem like an unlikely source of inspiration, there are many important sales lessons to be found in its ...

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 ...

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 ...

‘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 ...

Larry Vaughn, Sales Manager, Commercial Print and Mail Division, Thomas Printworks; Theresa Cloutier, SVP Marketing & Customer Experience, DMM, Inc.; and Barbara A. Pellow, Manager, Pellow and ...

You might have heard the adage that asking a disturbing question is the key to the sale. Although I agree with that statement, there is another equally important with respect to the profession of ...

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 ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The final expense insurance industry presents unique challenges, particularly when it comes ...

A Demo's Worth a Thousand Words: If they have a need for wireless-N, just demo it. For one music entertainment customer, I brought some gear over and set up a demo. Just dragged-and-dropped a raw ...