THE ULTIMATE OBJECTION-HANDLING TOOL / 93 Mr. Prospect, I'm a bit confused. You want me to help solve your problem with productivity on the sales team, but you won't share your budget to do this. What should we do now? Ms. Decision Maker, I'm wondering about something here. We're trying to figure out whether you'll buy our products, but you already have a great relationship with your current vendor. Am I missing something? You want to practice this approach until you can sound spontaneous and very concerned while, of course, staying upbeat and professional. Striking this balance takes practice, and that practice can pay off in real commissions once you've mastered this language pattern. Work through each of your six objections and create wording to match the three-part pattern. Choose and use those responses that best fit your own personality