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January 21, 2010

The secret to managing objections in the sales process not to do it.

Managing objections means that you are trying to force something through where it shouldn't go. That's okay for selling hairbrushes and maybe even door to door vacuum cleaners. But it is foolish for selling consulting services.

Sales is not a battle, it is a process. Your clients are aware you want to sell them services. And if you manage the relationship correctly they are working with you to find the problem, approach and benefits of working together from the outset.

If after a few meetings there isn't an immediate need for what you do then move on. Never break contact but accept that this sale isn't going to happen soon and focus on other opportunities.

Opportunities where there are only issues and problems, not objections.

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