I was once told that when a customer gives you an objection that the selling really begins.  The theory being that there is interest by the customer but they need a reason to buy.  Their objections are there for you to help them justify buying. Well, I object! When a customer asks a question, it is just that… a question.  Sadly many salespeople see it...

Recently I was approached over the phone by a company that wanted me to purchase keyword advertisement for life.  The idea being that my company would have preferred ad placement when someone searches for specific keywords like business coaching, corporate coaching, etc.  That a few grand up front would have a longer ROI than the horror of pay-per-click...

Preparation is a very important part of having success in any sales situation.  Intimately knowing your product, knowing your customer, and knowing your market environment will set you up for that most precious part of any sales call… THE CLOSE. This is the part of the sale where you ask the prospect, client, customer or whatever you are calling the...