Handling objections

Objections and stalls should be handled using the following steps:

1. Listen to the entire objection -- repeat it back verbatim as an acknowledgement.

2. After acknowledging the objection, express understanding.

3. Give or get agreement, "It's an important decision, isn't it?”

4. Relieve resistance, "Before you go, may I ask you a question...?”

5. Review what they've told you they want.

6. Try to close again.