When you learn how to skillfully handle your prospect's questions, resistance, and objections, you are a professional. After studying this chapter, you should be able to:
Explain why you should welcome a prospect’s objections.
Describe what to do when objections arise.
Discuss seven basic points to consider in meeting a prospect’s objections.
Explain six major categories of prospect objections and give an example of how to handle each of them.
Present, illustrate, and use in your presentation several techniques for meeting prospect obligations.
