Subscribe to BizTimes Daily – Local news about the people, companies and issues that impact business in Milwaukee and Southeast Wisconsin. Very few customers ever buy without raising objections. In ...

For many small-business owners, sales is one of the toughest areas to master. This is especially true if you sell a high-ticket item that requires a significant time or financial investment on the ...

Customer objections are an unavoidable part of selling. While many sales reps think of customer objections as rejection, they are really a request for more information. Successful sales reps view ...

Larry Vaughn, Sales Manager, Commercial Print and Mail Division, Thomas Printworks; Theresa Cloutier, SVP Marketing & Customer Experience, DMM, Inc.; and Barbara A. Pellow, Manager, Pellow and ...

Safemart, an online, direct-to-consumer e-tailer of security systems released what it considered consumers' top 10 myths about home security systems. The list, which was released through a press ...

Salespeople perpetually fight an uphill battle against rejection and adversity. Rejections loom especially large at the beginning of sales cycles. In 2007, it took an average of 3.7 cold call attempts ...

“Hey, remember when you hung up on me?” Danny Patrick, a senior revenue manager at equipment marketplace Machinio, jokes with one of his customers. That’s right: A hang-up, flat-out “no,” or an ...

Sales representatives are charged with the challenging task of sealing the deal with each and every customer they come in contact with. When customers object to buying into the products and services ...

It’s the most difficult common objection to overcome for most life insurance agents, especially those who are new or part-time to the business. It might even be worse than “I’m not interested.” At ...