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Entrepreneurial Selling by Martha Rivera-Pesquera, Vincent Onyemah

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CHAPTER 6

Handling Objections

I viewed objections as a necessary part of getting acceptance. Basically, I just figured I’d have to go through a lot of objections to get to yes. The faster I got the objections, the faster I’d find the yes.

—Tom Wiese, Wieselaw Contract Studio

Many entrepreneurs view sales objections negatively because they interpret them as a personal or professional criticism. They see a “No” instead of a conditional “Yes.” They see objections as bad omens and try to avoid them at all costs by either ignoring the objections or writing off the prospect altogether. This mindset also makes such entrepreneurs become defensive, which further weakens their chances of success in the future.

Successful entrepreneurs see objections as ...

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