Utilize the following step-by-step process for handling objections:

1. Listen to the objection.  Hear the prospect out completely.  Don't anticipate what he is saying and finish the sentence for him/her.  Don't interrupt him.  Put your notepad aside to take the tension off him/her.  You can capture notes after he/she finishes.
2. Explain the objection as you understand it for clarity ‑"I can appreciate that, so what you are saying is (objection)."  Isolate the objection and lock it down.
3. Or question the objection ‑ "That's very interesting.  Just for my own information, why do you feel (objection)?"  Again, isolate and lock down the objection.
4. Confirm that you have answered the objection - "I guess that settles that doesn't it?  I'm glad you brought up that point, because our most informed customers always become our most satisfied cus­tomers.  Are you comfortable that we have addressed that 100% to your satisfaction?"
5. Go toward the close, advance the call to the next step or ask for the order ‑ "Would tomorrow or the next day be best for your installation? John? Mary?" THIS MUST BE DONE AFTER ANSWERING EACH OBJECTION THIS PROSPECT RAISES.