There is a good article on DevShed about selling technology to small and medium sized enterprise customers.  In particular the article covers how to handle the objections raised by SMEs in the sell and closing process.

They outline that there are 3 categories of objections, however I like the 8 objections found on JustSell.com and find them to be more accurate.  Remember, perception of the product, the company and yourself are at the heart of many objections, so it pays to be prepared to build credibility with a prospect if needed.

Enjoy both articles, and try to gain one small piece of wisdom for each that will help you grow as a sales person.

bE