One large P&A lender argues a September auction is designed to enrich some of the other financial firms. By Eriq Gardner Former Legal Editor-at-Large In advance of a court hearing on Friday, the ...

A sales objection can be a frustrating thing for any sales professional. One thing that a proactive sales professional needs to learn is that an objection is not the end of the sales process. With ...

Last week, in "Your Best Response to Three Common Objections," I gave Tom Hopkin's responses to three very common sales objections. That post spawned a detailed criticism of Tom's responses, with ...

Yesterday, in "How to Kill an Objection For Good", explained how to put an objection permanently to rest. It's a useful, classic technique. However, I would be remiss if I didn't point out that ...