Objection" is a term taken directly from sales and marketing training, and it is important you understand the significance of objections to your sales process.

Objections are those points, sometimes small issues, which make a bidder or a buyer think again about going for your offering.

In your auction description you need to remove as many of these objections as you can.

These are the kind of objections which your prospective buyers will have.

Objection 1 Is the seller trustworthy?

The buyer usually doesn't know you. If they're serious bidders they will check you out. How will they do this?

a) A good Feedback Rating will be one way they assess you. Be determined in getting your feedback up, and making it all positive.

b) They might also click through to your About Me page. This page gives you the opportunity to convey your personality and your honesty.

One of eBay's standard About Me page formats lets you display your recent feedbacks - always useful - and also your other auctions, again useful. This is in addition to anything about yourself which helps to show what a sincere and genuine person you are.

And finally, if you have a web site from which you sell products or services, you are allowed to place a direct link to it from the About Me page. This is in marked contrast to your auction description page, where eBay does not allow direct links to web pages. So, create an About Me page and incorporate the points mentioned.

c) A prospective bidder may wish to ask you a question. As you will know, there is a standard eBay facility whereby a bidder can ask a seller a question. You should really welcome questions. Why do I say this?

Well, if a bidder asks you a question, first of all you know they are interested in your offering. They wouldn't have wasted their time on typing out their question to you if they weren't. So, by asking you a question they are qualifying themselves in as a real prospect. And you now have the chance to directly influence them in your reply to their question. Depending on the nature of their enquiry, you have the opportunity to convey your integrity, honesty, credibility, fair mindedness, helpfulness, expertise, knowledge, other appropriate products etc.

So, if questions are such good things, why not make it easy for the bidder to ask one? Always have some text in your auction description offering to answer any questions, with a link to your email address. If you have a little knowledge of HTML coding you will know how easy this is to do. It is far better than simply relying on buyers finding the standard "Ask the seller a question" link provided by eBay.

d) You might consider a moneyback guarantee, if it's appropriate and you can "afford" it.

Why would you or should you do this?

Well, when you think about it, in online auctions, the buyer is normally asked to take all the risk. They usually pay the seller up front - before the item is delivered to them. The risk is all theirs that the seller doesn't perform.

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