“But” is probably salespeople’s least favorite word — at least when it comes out of a prospect’s mouth. “We really like what you’ve shown us today, but … [insert objection here].”
With that single syllable, the rep shifts from offense to defense. The way in which they handle the prospect’s concern is crucial to the deal’s continued viability. If they hesitate for even a few seconds or present a weak counterpoint, they might as well kiss the business goodbye.
