In my previous post (The difference between excuse and objection) I was talking about how we need to make a clear distinction between a genuine objection versus excuses and postponements. Today I will take this conversation one step further. Having discovered the need to identify objections and deal with them appropriately, it is also important [...]

When it comes to selling, what, exactly, is an objection? If we can truly understand what we’re dealing with when a prospect makes an objection, then it will be easier to handle and use to your advantage in the appropriate situation. Not all objections should be received as a negative blow to your sales presentation. [...]

Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the objections are. Call on a thousand average people to whom your proposition is salable. You’ll find the same objections on the lips of [...]