Every customer is going to have objections as to why they do not want to buy your product right now. This is where Pace Pace Lead comes in. You all know about looping, if not Ill explain that next time. So when you first objection comes you drop your tonality and understanding to the customers level, you pace with him agree with him, follow his speech and continue to pace until you lead him to your vision, your idea as to how he can benefit from your product. Do not shove your vision down the poor customers throat as he brings his objection, as he will then just run away.
Your tonality should follow his, if he sees to back off and be a bit mreo shy, pace with him. If he speaks about his wife being involved in the decision, pace with him. Then after building that trust and understanding with the customers issues you build him, create a place of extacy for his vision to go and lead him there.