Most salespeople in any industry quickly become proficient at handling objections after the client or prospect brings them up. And that’s a good skill to have. But if you’re constantly dealing with the same objections at the end of your initial presentation, you’re already at a disadvantage – and very likely you’ve lost the chance to win the client.
If you’ve gone for the close and asked for the order, and the prospective client is still raising objections, the battle is on. It’s a signal that the prospect’s mental shields are up. In fact, you may not even be seriously in the fight anymore. This is the case when the objection the person is giving you is not the real objection.