the real object of objections
I used to think sales people needed to be thick skinned in order to handle rejection, however, the truth is more like they need to be good people readers in order to understand objection. Knowing that a clear "no" is actually OK (and in fact the sooner you get there the better for everyone), objections can simply be how cautious prospects learn more about your offer or take control of the conversation. Rather than try and grapple with a prospect to overcome objections (never try and argue your way to a "win"), look to understand where they are coming from and see if you can't accomodate their needs.
Tony
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