…well, maybe you’ve done something wrong. When have you heard a new objection? My guess is a long time ago.
It’s our job to raise objections we know might come up. When you do that and your buyer hears their thoughts coming out of your mouth, they know you’ve “done your homework” and you’ve now earned additional trust.
If you don’t raise the objection, does the buyer think, “Hmm, she really does not know me very well” and you lose the respect you must have to be hired.
When you do hear that objection, your job is to answer it with a story about a client who had the same objection and for whom you solved the problem.
Facts after an objection become “argumentative.” Stories are real and validate your point.
So, raise all objections you know you may here. Answer objections with emotional stories.