4/10/2014

Salespeople may lose credibility with customers if they focus only on pitching their products without gaining an understanding of customers' needs, writes Nancy Bleeke, founder of Sales Pro Insider. Prospects also may be skeptical of sellers who try to avoid addressing their concerns, she writes. "Confident and collaborative salespeople know that concerns and objections are an opportunity to keep the conversation going and the sale alive," Bleeke writes.

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