Objections Are Natural
Recognize first that it is natural for your prospect to raise objections, whether he is favorably impressed or not. His resistance to your purpose may be only a precaution. Perhaps it does not indicate opposition at all. He may want you to convince him you are all right; so that he will feel entire confidence in his own judgment when he finally does as you wish. Or he may object for no other purpose than to test you thoroughly. If this is the case, his sympathies will all be with you while you are dealing with the obstacles he puts in your way.
Evidently objections of this sort should not be handled the same as the objections of opposition. It is necessary that you distinguish between the two kinds and that when dealing with each specific objection you determine in your own mind what is its source. There should be nothing in your method of handling the obstacle that might antagonize your prospect. You should take fullest advantage of his every inclination to cooperate with you in his thoughts and feelings. He may be "pulling for" you strongly when he seems to be "bucking" the hardest.
Objection is Favorable Sign
An objection really is a favorable sign. If you call upon a prospective employer who, after hearing your presentation, begins to find fault with it and with you, or tries to evade your proposal, you may be sure that you have carried him along a considerable distance toward the accomplishment of your purpose. He objects or evades because he is on the defensive. "You have him going." He is wary, and so takes measures for self-protection. The moment your prospect begins to raise objections in your way, he indicates that he is not entirely comfortable in his own mind about escaping from your salesmanship. He has felt the tug of desire; but he does not feel sure yet that you deserve his confidence, or else he has a pretty positive idea that in this matter of your possible employment his interests and yours are different. He is looking out for himself.
Welcome Opportunity To Strengthen Yourself
However, you have come with a true service purpose. You believe he needs you; that you can satisfy a lack in his business. You feel your interests and his are alike, not different. You know that you have no intention "to put anything over on him." You want your prospect to be absolutely satisfied with what you propose. Therefore you should welcome every chance to convince his mind and win his confidence. An objection affords you an opportunity to overcome it, and so both to strengthen your proposition and to weaken his resistance.
Don't Set Up Straw Men to Knock Down
You should not, however, bring up objections that the prospect has not raised in his own mind. That would be putting up a straw man and knocking him down, which is profitless and unconvincing. Of course you must clear the path when there is no other way to proceed, but do not block it yourself. Sometimes it will not be advisable to clear the path. If you can get around a difficulty you see, without attracting your prospect's attention to it, you will be wise to go some indirect way to your goal.
Suppose, for example, that you know the salary you want is higher than your prospect has been accustomed to pay. It will be good salesmanship for you not to refer to the amount you have in mind, until after you have carried him along with you to consider the profits he will make from engaging your services. Since you plan to show him that these profits will pay your salary, you will be wise to avoid the matter of your compensation until you have approached nearer to the successful conclusion of your selling process.