If you're in sales, you run into objection. Prospects have a myriad of reasons why they don't want to buy, or want to think things over. However, most of those objections have nothing to do with what ...

“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 ...

United States Magistrate Judge Sean Flynn’s recent decision in Byte Fed., Inc. v. Lux Vending LLC, is another in a long line of cases enforcing the 2015 amendments to the Federal Rules requiring ...

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 ...

This essay uses a recent Delaware Chancery Court decision to examine the persistent use of boilerplate objections in discovery. It argues that the practice reflects a failure of reflective judgment ...

Has someone ever asked you a question and your stomach dropped, your skin pricked and all of a sudden, it sounded like you were underwater? Congratulations! That’s what it can feel like to get your ...

Many of us have been taught for years that the key to sales is overcoming clients’ objections and comforting them when they express concern over your product or service. Your organization might, in ...