When working with objections remember, the prospect or customer's perception is their reality. PERIOD! You may say, “Steve, their perception is all messed up.” Well, that may be true, however it is still their reality.
What is the prospect's perception?
There is one way to find out what the prospect or customer's reality is and that is by asking questions so you can see it from their point of view. Working with objections is easy when you see it through a different set of eyes.
The A, B, C's of working with objections: Don't argue. Don't battle. Don't contradict. Ask questions so you can find out what the key issue is and work with it.
Have you heard of the golden rule? The person who has the gold, makes the rules.