Every so often, you need a good dose of encouragement when it comes to handling sales objections. If you're a regular reader of my column, you know I believe that the most meaningful encouragement comes from those in the trenches--the walking wounded who are willing to share their war stories.
This month's war heroes are three entrepreneurial moms I met while being interviewed on a talk show. Owners of EKA Productions LLC, Jill Luedtke, 42, Kim Anton, 39, and Tracey Hornbuckle, 34, are producers of award-winning children's videos in San Diego. Studying their strategies for getting their products into stores is almost like taking a graduate course in handling objections.
Danielle Kennedy presents sales and marketing seminars and keynote addresses worldwide and is the author of seven sales books as well as audio and video sales training programs. Check local bookstores for her book, Seven Figure Selling (Berkley Press). Write to her in care of Entrepreneur, 2392 Morse Ave., Irvine, CA 92614.