1. Prepare for questions and objections by writing down the questions and objections you believe you may hear. Make sure to come up with great responses so that you are prepared for when you hear these questions and objections.
2. Respond to questions and objections. Questions and objections are a good thing. It means that your prospect is thinking about what you are discussing and seriously considering doing business with you.
3. Make sure there are no hidden objections. Hidden, unvoiced objections can torpedo your sale.
4. To discover hidden objections, as your prospect questions like:
“What might keep you from taking action?”
“What might stand in the way of you getting started today?”