Letters To RainToday: Benun: Responding To Objections

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Article How To Respond To Your Prospect's "Objections" And Ask For The Sale

Author Ilise Benun

My Thoughts
As I sat in my home office stressing out about a couple of presentations that I've landed for next week, a feed floated in from one of my favorite small business advice resources, RainToday.com. It's an article by Ilise Benun, adapted for RainToday from her book, Stop Pushing Me Around! A Workplace Guide for the Timid, Shy and Less Assertive, published in 2006 by Career Press. It offers a fresh perspective on the process of overcoming a prospect's "objections" and closing the sale. Instead, I can allow myself to "provide answers" and "ask for a commitment". How much more pleasant does that sound? Sometimes, how you spin it can make a world of difference to your attititude! An added bonus in the article is a handy watch list of "5 sure signs that your prospect is ready to buy", that Benun excerpts from Thomas Murphy's book, Selling for Introverts. "Asking for a commitment", referred to above, is also a chapter in Murphy's book. And Benun doesn't end there. She then give us several ways to ask for that commitment, and transform that prospect into a paying client. Ahhh! I'm ready now...

My Name Denise Aday

My Title &
Firm Name

Owner, Aday VA Solutions

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Article	*How* To Respond To Your Prospect's "Objections" And Ask For The Sale
Author	Ilise Benun
My Thoughts	As I sat in my home office stressing out about a couple of presentations that I've landed for next week, a feed floated in from one of my favorite small business advice resources, RainToday.com. It's an article by Ilise Benun, adapted for RainToday from her book, Stop Pushing Me Around! A Workplace Guide for the Timid, Shy and Less Assertive, published in 2006 by Career Press. It offers a fresh perspective on the process of overcoming a prospect's "objections" and closing the sale. Instead, I can allow myself to "provide answers" and "ask for a commitment". How much more pleasant does that sound? Sometimes, how you spin it can make a world of difference to your attititude! An added bonus in the article is a handy watch list of "5 sure signs that your prospect is ready to buy", that Benun excerpts from Thomas Murphy's book, Selling for Introverts. "Asking for a commitment", referred to above, is also a chapter in Murphy's book. And Benun doesn't end there. She then give us several ways to ask for that commitment, and transform that prospect into a paying client. Ahhh! I'm ready now...
My Name	Denise Aday
My Title & Firm Name	Owner, Aday VA Solutions