> Somewhere, I dont know where, Im standing exhausted outside a hotel ballroom right after the umpteenth demo, and someone is giving me some ridiculous objectio

> Somewhere, I dont know where, Im standing exhausted outside a hotel ballroom right after the umpteenth demo, and someone is giving me some ridiculous objection. Well, its all good and fine what FogBugz does, but we wont use it, because we need PROJECT MANAGEMENT. A good salesman welcomes an objection like that. It means, "I'm ready to buy; but first you must solve this problem!" One path forward is to ask the prospect, "What is the biggest challenge facing you currently in project management?" Then demonstrate how FogBugz helps with this challenge. This assumes, of course, that FogBugz really can solve the prospect's problem. The fact that the prospect's objection was easily overcome by another audience member tells me that a skilled salesman would also have easily overcome it. > Excuse me, SIR? Do you have some kind of SUDDEN AMNESIA? Traumatic HEAD INJURY maybe? Did you WATCH the demo? Maybe the demo doesn't communicate as well as Joel thinks it does. A key to sales is recognizing the prospect's needs and objections as legitimate. Indulging in negative thoughts about the prospect distracts you from understanding and addressing his objections.