You see, at the end of the day, objections are merely smoke screens for uncertainty for one or all of the Three Tens. In other words, if you ask for the order and your prospect is not high enough on the certainty scale, then they’ll throw out a smoke screen in the form of one of the common objections, as opposed to coming clean with you, which would mean revealing specifically which of the Three Tens was holding them back. Now, there are some exceptions to this, which I’ll get to a bit later, but my point is that, more than 95 percent of the time, the common objections are merely ploys on the
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