Everywhere we turn these days -- television, radio, Internet -- discussion focuses on the economy and growing concerns of a recession. George W. Bush, President of the United States, declared during his January 2008 State of the Union Address that "Our first goal is clear: We must have an economy that grows fast enough to employ every man and woman who seeks a job. After recession, terrorist attacks, corporate scandals, and stock market declines, our economy is recovering -- yet it's not growing fast enough, or strongly enough. With unemployment rising, our nation needs more small businesses to open, more companies to invest and expand, more employers to put up the sign that says, "Help Wanted"."

How can small business do that when concerns over recession suggest they should be saving money instead of spending it? "Perhaps the best way to recession-proof your business is to hire a virtual assistant", says Sharon Williams, president of the 24 Hour Secretary and chair of the Alliance for Virtual Businesses, the online information portal to the Virtual Assistant industry.

The US government recently passed an economic stimulus plan designed to keep the US economy from sliding into a recession. Many questions remain for small business owners, including, what will this package do for my business?

According to a January 27, 2008 article entitled, Small Business Planning for Slump written by Jim Wyss of the Miami Herald.com; "Among a dozen small business owners interviewed last week, most said they expect things to get worse before they get better -- and many doubted the new economic stimulus package, which includes rebates for consumers and tax breaks on business expenses, will do much for their bottom line." Unfortunately, this same sentiment is echoed by small business owners located throughout the country.

Two suggestions to stimulate income and fight recession overrun are

(1) to increase the utilization of Internet-based technology

(2) outsourcing administrative responsibilities to Virtual Assistants (VAs).

Virtual Assistants, as defined by the Alliance for Virtual Businesses, are independent entrepreneurs providing long-term, collaborative, professional administrative, creative, managerial, technical, business office and/or personal support services for clients. From their fully functional home offices, VAs use the most advanced means of communication, and the newest and most efficient and time saving office products and work delivery, regardless of geographic boundaries.

Virtual Assistants are paid only for time on task and utilize time tracking software that records duration and billing information associated with the assignment. As a result, the client is not charged for downtime, breaks, lunch, leaving the office when emergencies occur, etc.

The list of tangible and nontangible benefits associated with hiring a VA is extensive. For example:

• Elimination of costs related to providing employee benefits and paying taxes, purchasing furniture and equipment, and training opportunities.
• Gaining additional time to focus on income-generating activities instead of time consuming back office administration, recordkeeping and other duties.
• Paying only for time on tasks and compensation is based solely on the contractual relationship.
• Time to concentrate on responsibilities that fuel their passion.
• Development of a partnering relationship with an individual providing fresh insight into projects; an extra pair of administrative hands or an expert in Internet-based technologies.

When completing a transaction, many of us in Direct Sales or Network Marketing programs often fear when the prospect objects to purchasing what you are selling. Even though most of us have heard such clichés as “the sale doesn’t begin until they say no”, when the prospect actually does say anything other than “yes”, our spirits fall. We think that’s it.

Here’s a secret: The number one reason that more business is lost in this country every day, the number one thing that keeps companies up late at night brainstorming, is “How do we teach our sales force the difference between a buying question and an objection?” It appears to be a huge ordeal, a massive step that would require years of training and practice to master.

Here’s the good news: it doesn’t take years and years of practice to “get it”. It isn’t an overnight process, and that’s because the way we can detect the difference between a buying question and an objection is primarily in the prospects voice.

You see, when a prospect says “I’ve got to talk to my wife before I buy this”, it could be a buying question or an objection. The difference is how it is stated. Buying questions / buying statements expect and welcome an answer. An objection is stated flatly. That’s the difference. A buying question simply requires an answer, more information, more explanation, etc. An objection requires a completely different process altogether.

The kicker is that if you answer an objection as a buying question, you will lose the business. If you answer a buying question with a rebuttal for an objection, you will lose the business. This is what terrifies companies. This is why tons of business is lost every day. If you answer a buying question with a rebuttal, you will actually raise skepticism in your prospects mind, you will force that prospect to object, at which point, you have very little recourse. You shot the sale, and it’s over. And if you answer an objection as a buying statement, you will simply frustrate the prospect, as they are looking for a solution to overcome the objection, and are not looking for simply “more information” or an elaboration of what has already been explained.

Developing the sense of being able to differentiate between buying questions and objections makes the difference between doing business and losing business. It is not some magical skill, but simply a skill that develops with use, just like anything else. The more it is practiced, the easier it becomes. The rough part is in starting out, because it’s tough botching up a sale, and having to go back and review it, find out where it went wrong, correct it, and then try it again.

But for those who are willing to go through that process, and are willing to develop the skill set necessary to answer buying questions and objections effectively, they are the people that will generate and income that will require the help of future generations to spend it all. For anyone attempting to grow a business from scratch, developing the ability to discern between buying questions and objections is an absolute must.