What is your reaction when someone says, “I can sell my service to everyone” or “I don’t need a sales process”? I doubt the first unless you sell soap. On 2, buyers benefit from an organized selling process that makes buying easy.     What can you do to improve...

Overcoming buyer objections starts before the objection is voiced, and salespeople can use several sales strategies to surface and resolve concerns early. How can you “preempt” objections?    Objection Handling Principles   Expect objections. They signal...

For professional service companies like Edemco, a team of six, including three sales reps, the decision to implement a CRM wasn’t taken lightly, said Edith Demona, Edemco’s owner.  Edemco’s team felt growing pains as it managed client service, marketing, and sales. ...