Risk Taking and Sales Success

Risk Taking and Sales Success

One morning in 1948, Michael Hernan opened his mailbox and found a letter that must have stirred up some emotions and sparked memories of his youth. Hernan was then a 71-year-old retired fire department captain, who was enjoying his golden years. Earlier in life, he...
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...