Subscribe to Entrepreneur for $5

Objection Overruled

Customer objections are an inevitable hurdle between you and the sale. Learn how to overcome them.

This story appears in the May 1998 issue of Entrepreneur. Subscribe »

Every so often, you need a good dose of encouragement when itcomes to handling sales objections. If you're a regular readerof my column, you know I believe that the most meaningfulencouragement comes from those in the trenches--the walkingwounded who are willing to share their war stories.

This month's war heroes are three entrepreneurial moms I metwhile being interviewed on a talk show. Owners of EKA ProductionsLLC, 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 isalmost like taking a graduate course in handling objections.

Continue reading this article - and everything on Entrepreneur!

Become a member to get unlimited access and support the voices you want to hear more from. Get full access to Entrepreneur for just $5.

Entrepreneur Editors' Picks