Objections in life insurance aren't a dead end - they're an opportunity to build lifelong client relationships ...

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 ...

Poor handling of leads can account for as much as 60 percent of fallout. “Objection handling” is searched more than 6,600 times per month on Google, showing this as a main area of concern for sales ...

Guiding a prospect through the sales process is always tricky. No matter how many tactics you’ve implemented to increase your conversion rate, it seems that new sales team members, in particular, are ...

Do you know how, any time you call a call centre, they play a pre-recorded message informing you your call might be monitored for training and coaching purposes? Well, your humble correspondent has ...