How to Overcome Objections

How to Overcome Objections

Most sales reps believe there are an infinite number of objections that a prospective client could give them, but objections really boil down to just a handful of things: Competitor: “We already work with X.” Timing: “Call me back next quarter.” Price: “We don’t have...
5 Reasons Why Salespeople Suck at Negotiating

5 Reasons Why Salespeople Suck at Negotiating

NOTE FROM JEFF: We have a guest column today! I’m in a mastermind group with 52 sales speakers/authors from around the world. One of our members is best-selling author Jeb Blount, who just released his 11th book this week. It’s called, INKED: The Ultimate Guide to...
My Best Sales Advice From the Past Year

My Best Sales Advice From the Past Year

Sales is not rocket science, but it’s not easy either. It takes hard work, discipline, diligence and a lot of persistence. What’s more, sales is becoming more challenging as competition increases, products/services become commoditized and prospects have less and...