Many sales have been lost because a sales representative did not know how respond to a prospect’s first objection. The sales representative may either: allow the objection to stand with a “thank you” and a sincere statement of follow-up, or put the potential customer on the defensive with a statement that could seem argumentative. Both choices are bad for business because they do not result in a sale. Often, the objection the prospect gives is not even their true reason for not buying. To get to the real reason, consider the following five sales tips for managing objections.