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Monday, August 15, 2011
Manage minor objections

You can manage minor objections.

Most objections are minor, not major. In many situations, prospects offer up minor objections simply to slow the sales process down and give them time to think.

What does it mean to manage minor objections?

It means not making objections major.

It means managing your response.

It means managing your process.

Donít make objections major
Donít make a minor objection major in your mind. See the objection simply as your prospect needing more time, and pace your responses accordingly.

Manage your response
Handle your response as if you were responding to a question of genuine interest. Many times, that is exactly what a minor objection is; the prospect just doesnít know how to ask.

Manage your process
Once you have responded to the prospectís concerns, confirm understanding and proceed with the presentation or in closing the sale.

Remember what Og Mandino and others have said about moving forward through objections:

Determination, patience, and courage are the only things needed to improve any situation.

Search for the seeds of good in every adversity.
Og Mandino

Gary O'Sullivan
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