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KEITH ROSEN: Here’s one surefire strategy that you can use to practically uncover any objection you run into, and that is, use “if” questions. So, let’s say you have a prospect that says, “We don’t have the budget” or “We’re working with another vendor” or “We’re not ready to make these decisions until next year.” Use an “if” question, and that might sound like this, “So, if you did have a budget, you and I would have a lot more to discuss right now?” or “Well, if you weren’t working with another vendor, would you be open to discussing the services that we could provide in more detail?” and finally, “So, if it was in the fall, you and I would be able to go ahead and pursue this conversation in greater detail?” If they say yes, now you have an opportunity to open up a new possibility that didn’t exist before. If they say no, that means there’s still something else going on, so you have to dig a little deeper to find out what that true objection really is.