“I mean, I can teach a frickin’ monkey to read from a script and ask for the order; so don’t think that you’ve accomplished anything amazing because you made it through the front half of the sale; it’s the back half of the sale where the real selling begins! This is when you finally get the chance to roll up your sleeves and get down to cases—meaning, to get to the bottom of what’s really holding your prospect back, which is certainly not the objection they gave you; that’s merely a smoke screen for uncertainty!
