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

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 ...

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 ...

Success often hinges on our ability to identify and overcome obstacles and objections in life and business. The line between the two can sometimes be blurred for many of us. However, understanding the ...

Implementing a lead scoring model in a law firm can significantly enhance marketing and business development efforts. However, attorneys often have valid concerns and objections to adopting new ...

I was on a coaching call this week and the question came up, “What do I do if someone tells me they don’t print anything.” Here’s what I heard myself say: First, define what they mean by “print.” It ...

We are all faced with objections, but what sets you apart from your competition is how you handle those objections. Here are my proven strategies on how to anticipate and understand objections, ...

In the past, when salespeople were engaged at the beginning of the discovery stage, they took small steps into unknown territory with their customers. They had the opportunity to ask thoughtful ...

Health Information Exchange or “HIE” is the name of the game these days in the world of healthcare. You’ve got information in your electronic health record (EHR) that I want, and I’ve got information ...