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If you've made sales presentations to human beings who are not your blood relatives, then you've encountered objections. And the more sales presentations you've made, the more objections you've heard. Here are a few tips for handling objections with aplomb.

1. Expect objections: they're a natural part of selling.

2. Don't take objections personally: they're not a commentary on you, so don't interpret them as such.

3. Oftentimes, objections are a signal that the customer is ready to buy: so don't panic. Instead, respond with confidence.

4. It's okay if your product isn't perfect: no product is.

5. Expect the customer to ask for price concessions, especially if you sell a big-ticket item: negotiating is what we humans do when we're serious about buying something. Perhaps that something is the something you sell.

6. Don't interpret an objection as a signal to start cutting the price: Either your product is worth it or it's not. If it's not worth the price you're asking, it probably isn't worth a few dollars less, either.

7. When the customer expresses an objection, listen carefully: the more information you have about the customer, the better you can craft your presentation and, in many cases, the better you can mold your product to fit the customer's needs. So encourage the customer to talk. And talk. And talk.

8. Use objections as an opportunity to ask the customer to buy: if you intend to close the sale, now is as good a time as any.

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