Don't you just hate it when people say "no" to you? From a polite "No, thanks!" all the way to having the door rudely slammed in your face, objections, unfortunately, are a necessary evil in everyday business. Objections are roadblocks that test the limits of your determination to succeed. On one end, objections can frustrate you to the point of giving up. On the other end, objections challenge your creativity in developing strategies to overcome further objections. Your attitude in handling objections will determine failure or success.

While it may not be possible to totally avoid objections, here are some proactive tips you can follow to lessen the volume and severity of objections you encounter in your small business:

 Avoid surprise attacks and ambush tactics. A startled prospect will always run away.
 Never push or pressure a prospect. Trapped into a corner, a prospect will turn defensive and resist.
 Find your niche market and sell mainly to that market. A prospect in a shoe store searching for shoes will probably not be interested buying weight loss supplements at that moment.
 People rarely say "yes" to strangers. People buy products from brands they know and from people they are familiar with. Be a friend, first and foremost. Establish trust and credibility before even attempting a sales pitch.
 Anticipate objections. Be proactive. Make a list of the most common objections you have encountered and develop creative responses to each objection.
 There's a reason we all have one mouth and two ears. Talk less. Listen more. Try consultative selling. Encourage your prospect to express his needs. Offer benefits that will satisfy your prospect's expressed needs. How can your prospect object to something he knows he needs?
 Make your prospect feel he's in control of the conversation. The instant your prospect senses he's being led around, he will most likely break off the conversation.
 Never object to an objection. Never show hostility towards a valid objection. Show your prospect you value his objection.
 Determine and confirm the root cause of the objection and "consult" your prospect how he thinks would be a good way to lessen or eliminate his objection. Note that you have given him control of your conversation at this point.
 Be persistent, but not insistent. Never give up on the first "no" you hear. Try to overcome objections 2 or 3 times before letting your prospect go.

Handling objections proactively can often uncover your prospect's reasons for buying and gives you a wealth of information you can use to continuously improve the product or service your small business offers.

Thank you for dropping by. I hope you find this article useful. I would be happy to get comments (or objections) from you.

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