There are a lot of things that can lead to not understanding your solution for their problem. That is what you are doing, right? Coming with a solution. Be careful to plan ahead and focus on ...

Subject: BUSINESS continues the series on how to negotiate real estate deals by the author of The Negotiator”s Handbook. He regularly writes the BUSINESS How To column. Every seller of real estate ...

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 ...

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 ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...

When door-to-door salespeople were offering their products or services, they had to overcome sales objections face to face. Telemarketing made the process easier because marketers were able to call ...