The minute a person realizes that you have something to sell they instinctively throw up the mental barrier. Put yourself in their place and start right – working with the potential buyer to find out how their business will benefit from your proposition.

Action Step
When you approach someone with their best intentions at heart, they will automatically be more interested in hearing what you have to say than if you simply try to sell them something. You can steamroll right through your prospect’s mental barrier by changing your approach.
Ask your …

You as a salesperson should give every opportunity to the prospect to ask questions and make objections if she is inclined to do so. It is desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are thoroughly prepared.
To ignore or try to dodge them is a confession of weakness which will not be overlooked by a prospective buyer. It is an opportunity for you to treat the question raised as if …