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 ...

Service advisers think they need to get better at overcoming objections. They don't, said service and parts trainer Kieran Stack. Instead, Stack said, they need to get better at anticipating questions ...

You're shopping for a new car and you're about to make a deal. It's the make, model and color you want. However, you're anxious and you're just not sure. Your anxiety exists on several levels: That's ...

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 ...