A crafty old sales associate once asked me this question: “Do you know the only objection that can’t be overcome?” The only objection you can’t overcome is the objection you never get to hear.
Now and then, strange as it may seem, customers withhold information because they know without it, you can’t sell them. Sometimes prospects are just afraid to buy. These prospects may even conceal their feelings and concerns beneath a veil of silence. Salespeople have to recognize that the resistance many customers show is not necessarily an opposition to the product, but resistance to the salesperson. Heaven forbid the salesperson might offer reasons to buy that they cannot find the logic or opposing reason not to agree. In the short term, it becomes a cat-and-mouse game.