You can also sell the outcome by helping to solve a problem. "A prospect that simply says, 'We don't use those things' might get a reply from me, like, 'That's exactly why I'm here—your competitors do [use those things] and they are taking business away from you.'"
3. Be patient, not passive.
When early responses indicate an objection or a concern, it can be difficult to stay positive about a prospect. But by asking questions and taking the time to help the buyer buy your product, you're establishing a stronger relationship, even when it feels like they're dragging their feet.
Allison Ebner is content editor for Promo Marketing, NonProfit PRO and Print+Promo. Reference any animated movie, "Harry Potter" character or '80s band and you'll become fast friends.