Objections are road signs to sales

The need to determine from whose viewpoint an objection is defined. From a salesperson's viewpoint it's almost anything that presents an obstacle to the smooth completion of the sales process. The times when salespeople are most concerned about objections is in the early part of the sale when they are trying to initiate the interview and build trust, and toward the end of the sales process when it comes time to confirm or close the sale. The traditional reaction to objections is to immediately become tense. The problem with objections is that salespeople misinterpret objections quite often. They over-react. They need to understand that an objection is not a roadblock, but rather a crossroad. From a buyer's viewpoint, an objection is anything that they are concerned about which makes it appear to be inappropriate for them to make a purchase at that time.