Here’s some really basic sales techniques, right from the mouth of one of the world’s true greats in sales training, the inimitable Tom Hopkins. (Check out the great video on his home page!) I’ll give ...

Providing your sales reps with a script is necessary to maintain control of the sales cycle. Planning, testing and refining the script is an ongoing process. As you build the script and include ...

When selling anything, especially when face to face, objections and rejections can come in many forms. The skills of the salesman or saleswomen come into their own when trying to turn around declining ...

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 ...

Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything ...

I was recently reminded of a story my daughter shared when she was in grad school. She was living in downtown Chicago, and was out for a walk one evening. When a man came around the blind corner of a ...

Opinions expressed by Entrepreneur contributors are their own. How did you answer your phone today? How was your tone of voice? If someone called you with a question about a product or service, did ...

L ast week, I posted a six=step recipe for answering sales objections. I intentionally left out one part, because it's highly controversial, or at least will be until after you guys have had a chance ...

Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that ...

There are many articles on the internet about how to deal with sales objections, but is the information they are conveying right for you and your potential buyer? In many cases, I would say no, and ...

Content marketing is a tool that should be used to smooth every stage and touch point of the customer journey. Sales enablement content is ultimately designed to help sales move leads down the sales ...