Suppose you find yourself on an elevator with a senior executive and courageously decide this is your opportunity to convince him to integrate sustainability into his core business strategies. How ...

Selling a product or service is not always a smooth process. Even when your offering is the ideal solution for a customer’s problem, there is no guarantee that your sales rep will be able to land the ...

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 ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...

Poor handling of leads can account for as much as 60 percent of fallout. “Objection handling” is searched more than 6,600 times per month on Google, showing this as a main area of concern for sales ...

David Price is the CEO and Founder of The Price Group, one of the fastest-growing insurance agencies in the country. The final expense insurance industry presents unique challenges, particularly when ...