fact, it was in that very moment that it truly hit me that, at the end of the day, they were all basically the same—that the common objections were nothing more than smoke screens for what was really holding a prospect back, which was a lack of certainty. In fact, now that I thought about it, no matter what objection the prospect hit me with, I would never just answer it and ask for the order again. That would be pointless, since the objection was merely a smoke screen for uncertainty. By itself, in fact, all an answer would do (even a perfect one) is force a prospect to shift to a new
...more
