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 ...

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 ...

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 ...

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 ...

Q: I’m new to network marketing and like the idea of building residual income. But I’m getting discouraged. I think my products and my business are the best, and I don’t understand why I run into so ...

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 ...

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 ...

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 ...