Most reps are still trying to overcome price objections — when price isn’t the real problem. Bill Farquharson shares more on ...

Paul Brown explains how F&I professionals can handle objections, turn “no” into sales, and improve dealership profits and customer trust.

Forbes contributors publish independent expert analyses and insights. Skilled marketers must proactively address customer objections in their content to win sales. Employ "fearless marketing" by ...

When someone says, "Your price is too high,’" don’t flinch. Say: "That’s possible — if we’re not solving the right problem. Can I ask a quick question?" Then shift the conversation back to value. Most ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...