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Two wrongs make a sale go away

Sometimes sales go wrong, and when they do, salespeople blame someone or something. “He wouldn’t return my call.” “He took the lowest bid.” “He bought from the competition.” “He said my price was too high.” Blame. Anything or anybody, save ...

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Tough times for trial lawyers

RALEIGH — Trial lawyers have lately taken to saying that they have been “cut out of the process” at the North Carolina General Assembly. These aren’t good days for the trial lawyers. The new Republican majorities in the General Assembly ...

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You, not objections, are the issue

For some reason, over the past 60 days, the word “objection” has been the prime topic of my email buzz and my customer’s requests. Most objections are either bogus, or they’re stalls, or lies, or they carry with them a ...

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