One of the skills I’m most frequently asked to train salespeople on is managing objections. I don’t really believe in managing objections. It’s more about understanding the prospect’s or client’s belief, and why they believe what they believe. The best salespeople have emotional intelligence, high-awareness and ask the right questions. And only once they understand then they co-create the exact solution that fits the prospect/client or exits the opportunity. If you look at the B2B sales...