Why Aren’t You Using More Tie Downs & Trial Closes?

sales technique best practice tie downs and trial closes

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect.

Tie downs (and trial closes) serve several important functions, including:

Getting confirmation that the point you just made was understood and accepted by your prospect.  This is especially important when selling over the phone because you don’t have the physical clues to tell you how your presentation is going.

Using tie downs is also instrumental in building a yes momentum. If the prospect is agreeing with you, then you can feel confident at the end in asking for the sale.

Tie downs also give your prospect a chance to engage with you—when you use one, you actually have to wait for them to respond.

Trial closes are crucially important as well. If all is going well with the tie down responses you’re getting, then as you head toward asking for the sale, you can use a few well-placed trial closes to make asking the deal even easier.

There are many other value reasons for using tie downs, but let’s look at some of the most effective, and go over in what situations they work best:

#1: Whenever your prospect asks you a buying question (and any question a prospect asks you is a buying question), after you answer it you must use a tie-down.  Examples:

If a prospect asks you how much something is, after you give them the price—or the range of prices—you can use any of these tie downs:

“How does that price sound?”

OR

“Is that what you were looking to spend today?”

OR

“How does that compare with what you are paying now?”

OR

“Is that within the budget you have for this?”

OR (If selling a commodity)

“That’s a great value today, and I’d take as many as I could at that price—how many can I ship you today?”  (O.K., that’s a close, but I couldn’t help myself!  Do you see how tie-downs can lead to a close?)

If a prospect asks a question about a feature or a benefit, use any of the following: 

“Does that make sense?”

OR, better:

“How would you use that?”

OR

“Do you understand how that works?”

OR

“I think that’s a great benefit – how about you?”

If a prospect makes a statement that seems negative, use:

“How did you come to that?”

OR

“Compared to what?”

OR

“What do you mean exactly?”

OR

“How does your current vendor handle that?”

#2 Use tie downs throughout your presentation. Most sales reps power through their presentations and use far too few tie downs or check-ins (as the rep I listened to demonstrated last week). And when they do, they are usually closed ended which lead their prospect to reveal little. Use these more open-ended tie downs to engage AND learn crucial buying motives:

“That’s how we drive the leads…. now tell me about how you would get the most out of them?”

OR

“That’s one of our biggest selling points…. tell me: how would this impact how you’re currently doing things?”

OR

“Do you see how this works?”—And then: “How might this work for you?”

OR

“Are you with me there?”—And then: “What questions do you have?”

OR

“That’s a nice feature, don’t you think?”—And then: “How would that work for you?”

OR

“Is this sounding like it might work for you?”  (Now we’re branching into trial closes—did you notice that?)

#3: Tie downs can easily become trial closes. Customize from any of these to fit your product/service:

“What do you think of this so far?”

OR

“Would this location work for you?”

OR

“How many locations would this work for?”

OR

“How many departments would want one of these as well?”

OR

“That’s pretty special, isn’t it?”

OR

“Do you see why this is so popular?”

OR

“Tell me, would that fit into your budget?”

OR

“Most people like this—how does it sound to you?”

OR

“Will that work?”
OR

“What else do you need to know?”

OR

“What other areas are you interested in?”

OR

“Would that be enough for you to move forward with this?”

OR

“Tell me: how close are you to wanting to move forward with this?” (A great trial close!)

Let me reiterate that using tie downs & trial closes gives you the information you don’t have because you can’t see your prospect’s reaction (because you’re selling over the phone). Therefore, it’s critical for you to begin using more of the above tie downs & trial closes during every conversation.

Remember, the more you can get your prospect talking, the more you’ll learn what it will take to close them…

Want more solid scripts you can begin using today to make more money? Buy yourself the best Holiday Present you’ll ever gift yourself (or your sales team!): Power Phone Scripts: 500 Word-For-Word Questions, Phrases, And Conversations To Open And Close More Sales

Four Proven Responses to: “We’re all set”

overcome sales objection. sales scripts,

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”

If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection.

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…”

Now get into your qualifying questions…

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now—I want to give you an option for the next time you’re in need of this. Let me ask you…”

Back to qualifying…

Response Three:

“I understand—I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this…”

Now re-engage by asking a qualifying question.

Response Four:

“Got it.  Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time – especially asking about time frame, budget, etc.

As with all selling situations, it’s easy to handle objections and stalls if you’re prepared with a good response.

If you’d like over 500 more responses to the common objections and stalls you face, then invest in my bestselling book on phone scripts: Power Phone Scripts.

You don’t have to keep struggling!

How to Handle: I looked it over and not interested

I’ve been getting a lot of requests lately from readers who are getting blown off when they call a prospect back.

To help with this, I’ve been asked to give some scripts to handle this initial blow off before a close.

So here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…”

Response #1:

“I understand, and that’s perfectly OK. At first a lot of people I speak with don’t fully understand all the ins and outs of this and that’s why I’m here. Before you make a decision though, let’s do this. It will take just a couple of minutes to explain how this might help you, and if, after you understand it, you still think it’s not for you, we’ll part friends. Do you have that information handy?”

[Must end by directing them to take an action…]

Response #2: 

“I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me!

But seriously, {first name}, this (product/service/investment) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit or benefit for you.

Tell you what, do yourself a favor and spend a few minutes with me to find out how and if this would be right for you. Grab the information/quote/brochure and let me cover a few things – do you have it handy?

Response #3:

“I understand, and believe me, I get that a lot. In fact, some of my best clients said that at the beginning as well. But I’m sure you’d agree that any decision you make, whether it’s a yes or a no—and I can take either one—is best made once you understand all the facts, isn’t that right?

Well {first name}, I’m here to help you learn those, so do yourself a favor and grab that information, and let’s briefly go over it. If at the end it’s not for you, we’ll part friends. Do you have it handy?”

Now, take some time and reword them slightly to fit your personality, your product or service. Then get in the habit of using them over and over again. What you’ll find is that more and more prospects will actually let you pitch them, and some of those will buy!

Pitching the Gatekeeper Won’t Get You to the DM

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM).

Yeah, right.

I mean, how often does that happen for you? Truth is, the more you “pitch” the gatekeeper, the more you just identify yourself as a sales person and the more the gatekeeper is alerted to screen you out…

Here’s what you need to know:

The gatekeeper’s job is to route calls. The information they need to route the call is your full name and the name of your company.

That’s it.

If you use an instructional statement, and are polite, you will be put through without any additional screening.

Here’s your perfect opening:

You: “Hi is {first name} in please?”

Gatekeeper: “Can I tell him/her who is calling?”

You: “Yes, please tell {first name} that {Your first & last name} with {Your company name} is holding, please.”

If you deliver that exact line with a smile in your voice, warm and friendly, over 60% of the time they will not only just put you through, they will say, “Hold please.”

Don’t believe me? Try it for yourself all this week.

Remember, what you don’t want to do when they ask you “who is calling?” is reply with a portion of your pitch:

“Yeah, I’m calling with (company name) and what we do is…blah, blah, blah….”

That will get you screened out every time.

The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

5 New Cold Calling Openings
By Mike Brooks, http://mrinsidesales.com/

art of top B2B cold calling scripts, tips, techniques, openers and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales

Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales.

I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using. After listening to their recorded calls though, I’ve been surprised by how effective it is!

While experimenting with variations of this prospecting approach, I’ve developed 5 new cold calling openings and listed them below. My new recommendation is that you try these for yourself to see how they work for you:

Surprise cold calling opening #1: “Did I catch you at a bad time?” I know, seems counter intuitive to give your prospect a way out at the very beginning, and that’s why I’ve recommended against it for so long. But…it’s been working well, and prospects are actually stopping and giving the reps a chance to keep talking. Try it for yourself and let me know how it works for you…

Sales prospecting opening #2: “Is this an okay time to speak?” Again, my instinct (and experience) has taught me this isn’t a good way to open your call, however, I think it’s been working because it gives the prospect control of the call initially, and this seems to encourage them to grant permission to continue. Again, try it and let me know…

Cold call opening #3: “Didn’t think I’d catch you in person, can you spare just a couple of minutes right now?” Again, asking for permission seems to be working for the team I’m consulting with, and this variation puts in a bit of a softening statement.

Sales prospecting opening #4: “Sorry to disturb you, have I caught you at an okay time?” Variation on the theme here—once again, we combine a softening statement with asking for permission…

New cold calling opening #5: “Oh, I’m so glad I reached you. Can you take just a moment to speak with me right now?” As you can see, this, too, is a new opening, continuing the theme of asking for permission.

As with all of these cold calling or sales prospecting openings, you’re giving initial control to your prospect in the hopes that they will grant you permission to have a brief conversation. And, as I said, this seems to be working well.

Pick one of the opening above, customize it so it fits your style, and let me know how it works for you. By providing each other feedback (especially sharing on LinedIn), we’ll all be helping one another get better at prospecting over the phone!

Phone Sales & Business Prospecting Calls Tools Tips Methods & Ideas

Avoid This One Error when Prospecting by Phone
By Mike Brooks, http://mrinsidesales.com/

best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales

Learn about the best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales.

On Facebook last week, there was a very brave soul who was making cold calls live. I clicked over to hear him doing it (he sells SEO services), and as I watched I noticed he was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it.

Before I do, I just want to acknowledge the guts it took to put himself out there, live, for all the world to see. Good for you! After hearing him, and watching him be so courageous, I wanted to help him. So I contacted him and offered to do a complimentary coaching session with him to help correct this fundamental error. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong.

OK, so here’s what it is: He was calling prospects and his pitch went like this:

“Hi, this is {first & last name} with {his company}, and I know you’re probably busy, so I just want to ask you a quick question to see if it makes sense for us to talk…

“If you could wave a magic wand and change two things about your online marketing, what would they be?”

The responses he got were generally negative, along the lines of, “Look, I’m in the middle of something right now and can’t talk to you…”

As you read this article, can you identify what the mistake in this approach is?

When I was coaching this rep, I told him that the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all. Instead, he was barging in on someone’s day and asking a question that required the prospect to stop doing what he was doing and then give a ton of information he probably didn’t want to give.

I said it was analogous to saying, “Hey, you don’t know me, but give me your time and tell me how to sell you.”

I also told him that my reaction as a business owner would have been, “Who are you, and how dare you ask me to tell you that!”

What was missing was the common courtesy of human interaction to set up the call. Plus, what was missing was a value statement of what might be in it for the prospect. I suggested he revise his opening to:

“Hi, this is {first & last name} with {his company}, how’s your day going?”

[Wait and respond accordingly—engage!]

“{first name}, I know you’re probably busy, so I’ll be brief. The reason for the call is that we provide affordable SEO services to small companies like yours so you can have a big footprint on the Internet and drive more qualified leads.

“Question: how are you going about doing that right now?”

Note: this is just one of many different qualifying questions I would ask based on how they sounded to me. The point is to 1) Make a connection first, 2) Give the reason for your call—your value statement, 3) Ask an appropriate, quick qualifying question. This is the best practice approach.

After our coaching session, I received an email the next day from this rep. He said he listened to the recording of the session several times and something clicked. He told me that he attends many face to face networking events, and he realized he would never use his phone prospecting script with anyone in person. It would be inappropriate and even rude!

Instead, he said, he would make conversation first, connect and interact with someone. He figured it would probably be true in sales over the phone as well. I told him that was the perfect analogy! I couldn’t have said it any better.

So, for all you inside reps and companies that are making outbound prospecting calls, just ask yourself: Would your technique work face to face? If not, then change it so it would. You’ll do much better when you do.

Handling & Overcoming Common Objections in Phone Cold Call Prospecting

Avoid Rejection While Prospecting with this One Technique
By Mike Brooks, http://mrinsidesales.com/

sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting

Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting.

Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but it doesn’t have to be. I’m going to give you one proven sales technique to use that will allow you to overcome many of the sales objections you’re getting now.

In fact, if you just take a few days to memorize this scripted sales technique, and then use it on each and every call for a week, you’ll be amazed by how much easier prospecting (or cold calling) becomes.

Before I give you this sales prospecting technique, let me tell you how you’ll use it. This technique will help you overcome objections from:

1) Gatekeepers
2) Decision makers
3) Assistants
4) Influencers, etc.

And, this technique will work with any of the following sales objections or sales stalls like:

1) We wouldn’t be interested
2) We already have a company that handles that
3) We’re happy with who we’re using
4) We aren’t doing anything until next quarter/year/never…
5) We don’t take unsolicited calls
6) I’ll have to check with my boss to see if we’re interested…

As you can see, the following proven sales technique will work on the most common, frustrating sales objections and sales blow offs you’re getting now.

One last thing before I give you this proven sales script: This sales technique is meant to allow you to get around the sales stalls and sales objections above. The last thing you want to do is try to overcome these stalls or objections. Instead, your goal is to get past this initial resistance and back into your qualifying.

OK, here it is: Whenever you get any of the above sales objections or sales stalls, you simply reply:

“That’s perfectly OK, and just know that I’m not trying to sell you anything today. Instead, I just want to provide you with a proven resource you might be able to use down the road should you find you ever need… (Pick from one of the following that best suits the objection you’re getting):

• This product or service, or
• A new vendor for different services, or
• To compare quotes and services with a different vendor, or
• See what else is available to you, or
• In case you do need to reach out to someone else for whatever reason…

(And I’m sure you can think of some of your own, right?)

And then get right into a qualifying question, like:

• “So let me ask you: how often do you use XYZ?” or
• “When was the last time you checked…” or
• “How many quotes do you normally get when you need…?”
• “How do you get involved in…?”

Again, I’m sure you can come up with other sales qualifying questions here. The point is to A) side step the sales objection using the technique above, and then B) engage your prospect by asking a qualifying question.

If you master this one technique, you will instantly avoid many of the sales objections and stalls you’re getting now. Having a proven response like this to handle the selling situations you get into, over and over again, is what will change your prospecting experience and allow you to speak with more qualified and potential sales leads.

And this is what will lead to more sales success. So, get to work: adapt the sales script and questions above to suit your selling situation and use it, master it, over the next week. And then watch your meaningful sales conversations and sales results soar.

Best Ways & Techniques How to Improve & Increase Closing Sales Process

Close More Sales Using More Assumptive Questions
By Mike Brooks, http://mrinsidesales.com/

best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions

Learn the best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions.

Want a quick tip for closing more sales over the phone—or even face to face? Learn to ask better questions!

Surprisingly, when I listen to closing calls (or even prospecting and cold calls), I hear sales reps ask the wrong types of questions over and over again. Here’s an example:

“Do you have any questions for me?”

Quick: What’s wrong with this kind of question? If you answered that it’s a “closed-ended” question, you’re right. This question forces your prospect to answer either “yes” or “no.” Either way, the conversation stops.

The better sales reps close more sales and open more sales conversations by taking the time to change all their closed-ended questions into either open-ended questions or even assumptive questions. To do this with the above question, you’d change it to:

“What questions do you have for me?”

Granted your prospect can still tell you no, but this way you’re at least leading them to answering the question, rather than making it easy for them to just say no and end the conversation.

Below you’ll find better questions to help you prospect and cold call more effectively, and to help you close more sales by asking more effective questions:

Change: “Would you like to get more business?”

To: “How much more business would you like to get?”

Change: “Do you think you would get more traffic (or leads) from using this?”

To: “How much more traffic (or leads) do you think you would get using this?”

Change: “Do you think your other (departments/locations/etc.) could benefit from this?”

To: “How many other (departments/locations/etc.) would benefit from this?”

Change: “Do you have a budget for this?”

To: “What kind of budget do you have for this?”

Change: “Do you think your partner/manager/corporate would agree with this?”

To: “Why do you think your partner/manager/corporate would agree with this?”

Change: “Does this make sense to you?”

To: “Tell me, what part of this makes the most sense to you?”

Change: “Is this something you would like to go ahead and try?”

To: “Let’s go ahead and get you started…”

Change: “What do you think your manager will say?”

To: “How do we get your manager to say yes to this?”

Change: “Are you the ultimate decision maker on this?”

To: “And besides yourself, who else would be making the final decision on this?”

Change: “Is your (current solution) providing all the leads you need?”

To: “What would you like to most improve with your (current solution)?

As you can see, many open-ended questions can be turned into an assumptive ones. And do you see how much more suggestive and powerful they are? Go through your qualifying script, your closing script, and your objection scripts and look for opportunities to transform your closed-ended questions into powerful and effective assumptive ones.

Then watch as you gain more control over selling situations and begin eliminating the objections and stalls that you may be creating—by asking the wrong kinds of questions—right now.

If you’d like two more scripts to help you close more sales and give better sales presentations, then click here for my new book: Power Phone Scripts.

As you’ll see, the more prepared you are for your sales presentations and closes you are, the more confident and successful you’ll be.

Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Best Openings for Your Closing & Presentation Calls
By Mike Brooks, http://mrinsidesales.com/

effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls.

Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls.

If you close sales or do sales presentations over the phone, then you might be wondering what the best way to open the closing call is. Inside sales, as you may know, offers lots of advantages, one of them being that you can use a sales script that is proven and effective. Obviously, you want to memorize and internalize the script, so you don’t sound like a robot, but once you do, you’ll be able to deliver a consistent sales presentation, or closing call, over and over again.

And this brings us to today’s sales blog: what is the best-practice opening for your sales presentation or closing call? To answer this, let first look at what not to do:

Believe it or not, many sales reps open their sales presentation or closing calls with this weak opening:

“Oh hi, this is _______ _______ with _________, and we had an appointment right now to go over the presentation. Is this still a good time for you?”

Now I know that it seems polite to check in with your prospect before just launching into your presentation (which you’d never want to do anyway) but giving them an out right at the beginning isn’t the way to go. Don’t worry—once you use the opening below, if they don’t have the time, they will let you know.

Before we get to the openings, let me remind you that you’ll first want to get a feel for how they are doing, and you’ll want to build a little rapport. You can use either of the following (or use your favorite opening that works well for you now):

“How is your Wednesday going so far?” or

“How’s your morning going?”

Either of these is better than the old and tired, “How are you today?”

By the way, once you do ask how they are, make sure and listen and react accordingly! Listen for how they sound—are they in a rush? Happy or upset to hear from you? Open and willing?

Use this feedback to adjust the pacing of your presentation. Also, make sure and respond and interact with them here. If they ask you how you’re doing, make sure and acknowledge this and thank them for asking you. And don’t be so quick here to jump into your pitch. Take a minute or two and connect.

After you do this, use an opening that is assumptive and shows that you’re excited to meet with them today. Try either of these sales opening lines:

“_________, I’ve been looking forward to speaking with you today because I have some updates that you’ll be interested in. I’m sure you’re in front of a computer, so do me a favor and go to….”

OR

“I’ve been looking forward to speaking with you today. I’m sure you’ve gone through the (email/website/information) I sent you and you probably have a few questions. What did you want to ask me before we get started?”

This last presentation opening is powerful because it immediately gets your prospect to reveal what questions they have, how interested they are (you’ll know by the quality of their questions), and it gives them a chance to interact with you. This is much better than having you just pitch at them and do a features and benefits dump.

If you think these closes or presentation opening statements are too basic or won’t work, then think again. Compare them with what you’re using now and commit to trying them for week. You’ll be surprised how much easier your closing calls and sales presentations will go.

If you’d like two more scripts to help you close more sales and give better sales presentations, then click here for my new book: Power Phone Scripts.

As you’ll see, the more prepared you are for your sales presentations and closes you are, the more confident and successful you’ll be.

Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Overcoming Objections: “We are already working with someone.”
By Mike Brooks, http://mrinsidesales.com/

Cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for "not interested."

Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.”

One of the main reasons sales reps dislike prospecting and cold calling is because of all the sales objections they get. Let’s face it: overcoming objections can be tough! Do any of these objections sound familiar?

“I wouldn’t be interested.”

“Just email me something.”

“We already have someone who handles that.”

If you get these sales objections when you’re cold calling or prospecting, welcome to the club. These are the same objections, sales resistance statements, and sales blow offs sales reps have been getting for years. And you will be trying to overcome these objections for years to come!

While that may sound like bad news, it’s actually good news. The way to deal with sales objections like these is simply to be prepared for them with a proven, scripted response. Here are three ways to handle the objection: “We currently work with someone”:

“We’re Currently Working with Someone Else (and we’re happy)”

Sales Objection Response #1

“No problem at all. But while I have you on the phone, what I’d recommend you do is at least learn about a few features we offer that you may not be getting now, so if you ever need to reach out to another company, at least you’ll have an idea of what’s out there.

“In fact, let me ask you: Are you getting XYZ?” (Mention something you offer that your competition doesn’t.)

Wait for them to respond and then engage.

Sales Objection Response #2

“That’s great and let me ask you: if in two minutes I can give you an idea of why more companies are switching to us, would you at least accept an email with my contact information for when you do need to consider using someone else?”

[If yes]

“Great—the number one reason companies switch to us is for XYZ—are you currently getting that now?”

Wait for them to respond and then engage.

Sales Objection Response #3

“Who are you using?”

[Wait to hear, then]:

“That’s a good company, in fact, they are the reason that we created our (name your advantage)—it’s something that takes what they do but makes it better. Have you heard about it?”

[Listen for an opening]

“If you’re interested, I can show you two or three other things we do differently, and then you can judge for yourself if you’d like to learn more, fair enough?”

Memorizing proven inside sales scripts and rebuttals like this will help you overcome objections with confidence and make prospecting for sales much, much easier. Since you know these sales objections are coming, why not learn, in advance, proven ways to deal with them? This is what separates top sales producers from all others close more business and make more money in sales…

If you’d like two more responses to this objection, and over 500 more word-for-word scripts, phrases and sales questions, then click here for my new book: Power Phone Scripts.

As you’ll see, the more prepared you are to overcome the sales objections you know are coming, the more successful you will be.