In almost every sale, an objection will be raised. How you deal with your customer's concern will often make the difference between a completed order and a miss

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, ter

There is no way to avoid objections when telephone prospecting. The skill is in managing them when they come, and use them to create a sales conversation. The O

Turn common objections into BIG OPPORTUNITIES! It costs too much… We're switching to overseas vendors… Let me think about it… NO! You can do one of two th

A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers