If your team constantly battles objections at the end of presentations, stop spending all your time coaching the finish line.

When someone says, "Your price is too high,’" don’t flinch. Say: "That’s possible — if we’re not solving the right problem. Can I ask a quick question?" Then shift the conversation back to value. Most ...

If you sell print, signage, promotional products, packaging, or labels, those six words are the foundation of consultative selling. Most reps are still trying to figure out how to overcome price ...

Success often hinges on our ability to identify and overcome obstacles and objections in life and business. The line between the two can sometimes be blurred for many of us. However, understanding the ...

Forbes contributors publish independent expert analyses and insights. Skilled marketers must proactively address customer objections in their content to win sales. Employ "fearless marketing" by ...

A 30-year professional shares the story that changed his approach to life insurance sales and a script to overcome the top objection. This week’s Stay Paid guest, Bill Thurman, is an author, an agency ...

Service advisers think they need to get better at overcoming objections. They don't, said service and parts trainer Kieran Stack. Instead, Stack said, they need to get better at anticipating questions ...