- You should only ask the prospect at the beginning of each call about objections they have in order to give them one chance to surface their concerns.
- You should wait until the prospect surfaces an objection and then respond with a rebuttal.
- You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.
- You should not proactively seek out objections. The prospect may not have any and you don’t want to cause new problems.
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