The SmallBizLady Buzz - Issue 250
Melinda Emerson, MBA
America's #1 Small Business Expert | Speaker for the US State Dept. | Business Coach | LinkedIn Top Voice | Author
How to Handle Objections in Small Business Sales
Handling objections is an inevitable part of the sales process, but for many small business owners, it can feel like a roadblock. The truth? Objections are actually opportunities to address concerns, build trust, and move closer to closing the sale. Here’s how to master this critical sales skill to boost your sales in 2025.
1. Listen Actively and Stay Calm
When a prospect voices an objection, resist the urge to jump in with a solution immediately. Instead, listen carefully and let them fully explain their concern. A calm and empathetic approach will show that you value their perspective and are genuinely interested in helping them.
2. Validate Their Feelings
Acknowledge the prospect’s concerns to build rapport and show understanding. For example, say, “I completely understand why you feel that way.” This makes the conversation collaborative rather than confrontational, setting the stage for a productive discussion.
3. Provide Value-Based Responses
Once you’ve identified the core concern, respond by highlighting the value of your product or service. Use testimonials or case studies to demonstrate how you’ve helped others in similar situations. If cost is the issue, frame your offer as an investment rather than an expense.
4. Use “Feel, Felt, Found”
This sales technique is effective for addressing objections empathetically:
5. Offer Alternatives
If a prospect seems hesitant, provide options that make it easier for them to say yes. For instance, offer a payment plan, a smaller initial commitment, or a free trial. Flexibility can remove barriers and build trust.
6. Ask for the Sale Again
After addressing the objection, don’t forget to close. Use a confident but non-pushy approach like, “Does this resolve your concern? If so, we can move forward today!”
Objections aren’t deal-breakers—they’re opportunities to understand your prospects better and demonstrate the value you bring to the table. Mastering the art of handling objections can turn hesitant leads into loyal customers and help your small business thrive.
Check out this week’s featured post: How to Transform Your Business in Just 12 Months
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How to Transform Your Business in Just 12 Months
Every small business owner dreams of having a thriving, profitable business that doesn’t require them to be involved in every single detail. But too often, business owners find themselves overwhelmed, overworked, and underpaid—struggling to figure out how to scale without burnout. The truth is you don’t need three – five years to turn your business around. With the right strategy, you can transform your business in just 12 months by focusing on key areas that drive growth, efficiency, and profitability. Continue reading....
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Are You Ready to Boost Your Sales in 2025?
Join the Sales Accelerator Bootcamp starting Tuesday, March 4th and learn proven strategies to attract, convert, and retain high-value clients! With live coaching from Melinda Emerson, you'll master organic marketing, referrals, and direct sales techniques. Only a few spots left - Apply Today!
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Meeting Notes is just the beginning
Sembly AI is an advanced meeting assistant designed for small businesses to streamline team collaboration. It automatically records, transcribes, and summarizes virtual meetings, highlighting key decisions and action items. With integrations for tools like Zoom and Microsoft Teams, Sembly AI ensures every conversation is clear, searchable, and actionable. Save time, stay organized, and keep your team aligned with this powerful AI-powered solution.
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The SmallBizChat Podcast: Why You Need to Focus on Sales More in 2025 with Melinda Emerson
Check out my recent solo podcast: Why You Need to Focus on Sales More in 2025 with Melinda Emerson
In this episode, Melinda explores the challenges and strategies for managing distractions as an entrepreneur. She emphasizes the importance of focusing on customers and refining the value proposition to drive revenue growth. The discussion includes effective strategies for customer engagement and developing a solid sales process. Melinda also highlights the significance of building a strong brand and balancing temporary distractions with long-term business goals. The episode provides practical insights for small business owners looking to enhance their focus and achieve sustainable growth.
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Win Over $23,000 in Business-Boosting Prizes!
Ready to take your business to the next level? GalaxyOfStars.org, one of my favorite charities that supports minority and women businesses, is giving THREE winners a massive prize package loaded with cash, coaching, marketing, AI services, and more! Grab your tickets to get an opportunity to win.
Every ticket entry gets:
Prizes include:?$3,000 in cash, $5,000 in AI services, a new website, grant writing support, social media coaching, and more!
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Today is the day that we're live on Facebook, Twitter and Youtube at 8pm ET.
Tonight, we'll do #SmallBizChat LIVE with three guests. You can see it live on my SmallBizLady Facebook Page, Twitter, or Youtube at 8pm ET sharp.
We'll discuss?How to Use AI to Grow Your Small Businesses?with Oginga Carr, @oginga-carr-61686612 on LinkedIn,?How Grow Your Business with Expert Market Positioning?with Debbie Allen, @debbieallenspeaker on LinkedIn, and?AI prompts for Small Business?with Brynne Tillman, @brynnetillman on LinkedIn.
Tonight's show features:
Oginga Carr is a dynamic AI expert, Certified High-Performance Coach, and best-selling author with over two decades of experience helping organizations embrace technology for growth. Oginga Carr is a business strategist specializing in harnessing AI to create impactful solutions for business growth. With a track record of guiding entrepreneurs and organizations through transformative strategies, Oginga empowers leaders to scale their brands and achieve sustainable success. As the creator of AI Deep Dive, he combines cutting-edge technology with practical wisdom to deliver measurable results. For more information: https://www.ogingacarr.com
Debbie Allen is a market position expert with decades of business experience and innate business skills, which allow her to see beyond simple solutions and visualize outcomes and results far into the future. As a business consultant, Debbie works one-on-one and in small groups to naturally gauge how and where to take a business for expansion, increased sales, and fast growth with her innovative expert positioning. She has authored 10 bestselling books, including The Highly Paid Expert, Success Is Easy, and Expert Positioning. For more information: https://expertmarketpositioning.com
Brynne Tillman is a globally recognized LinkedIn strategist, author, and CEO of Social Sales Link. Known as "The LinkedIn Whisperer," she helps entrepreneurs and sales professionals leverage LinkedIn to grow their networks, build relationships, and drive sales. A master of social selling, Brynne transforms how businesses connect with decision-makers, offering practical strategies for long-term success in today’s digital landscape. She’s created an AI resource to help with sales outreach on Linkedin and much more. For more information: https://askssl.ai
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Melinda F. Emerson, “SmallBizLady” is America’s?#1?Small Business Expert. She?is an internationally renowned keynote speaker on small business development, marketing and social selling. Melinda is also the president of the Quintessence Group, an award-winning marketing consulting firm based in Philadelphia, PA, serving Fortune 500 brands who target small business market. LinkedIn named her a Top Voice for 2019 in Small Business and Entrepreneurship.?In addition to being a former NY Times columnist, she is frequently quoted by media organizations including The Wall Street Journal, Fortune, MSNBC, CNBC and Fox News. She is the host of #Smallbizchat LIVE and The SmallBizChat Podcast. A prolific writer, Melinda has published more than 5000 articles on her blog www.succeedasyourownboss.com. Her small business advice is widely read reaching more than 3 million entrepreneurs each week online. She is the bestselling author of Become Your Own Boss in 12 Months, Revised and Expanded and Fix Your Business, a 90 Day Plan to Get Back Your Life and Reduce Chaos in Your Business.