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Wednesday, June 07, 2006

Overcoming Small Business Networks Sales Objections

No matter how good of a salesperson you are, you will always face objections from at least some of your prospective clients. Overcoming these objections is one of the keys to success. Here are a few tips to overcoming networks sales objections.

Overcoming Apathy

Generally speaking, apathy may be your biggest contender. If a decision maker isn't concerned about the issue, then you'll have a hard time convincing them to buy. The biggest factor is finding the root of the apathy so that you can move the approval process along.

Using Reliability

Peer-to-peer networks are often unreliable and can cause major problems for small businesses. If they have had problems in the past kindly remind them of these and present the ways that you can help them avoid similar problems in the future.

Tapping Into Fear

One of the biggest motivators for small businesses is the fear of losing a lot of valuable data if there is a problem. Empathetically tap into this fear and remind prospects of what may happen or what already has happened.

Understanding the root of any opposition will be key to overcoming it. Get to know the decision makers so that you can move the process along. Learn more about overcoming objections in the full article (link above).

Added by Joshua Feinberg