Understanding palladium and being able to overcome customer objections to this alternative metal are keys to its sale, according to a seminar conducted on Monday at the JA New York Winter Show. In an afternoon presentation at the Jacob K. Javits Convention Center, Kate Peterson, president of Performance Concepts, reviewed the finer points of selling palladium. She said salespeople must understand the metal, be able to communicate with passion about it, overcome customer objections to buying palladium instead of platinum or white gold, and understand the opportunity that palladium presents.

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