Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections?

Some would argue, as salespeople, we have not handled all the possible objections upfront, in other words we have not demonstrated our value proposition fully. However, in the real world objections at the last minute happen to all of us regardless of what we think we have done to conclude the deal.

What objection?

It is what we see as an objection and how we manage that objection that will give us the edge in closing the deal. I have been asked many times about how to handle objections and my initial stock answer is usually,