“I understand that you don’t want to overspend, Mr. Jones. I guess the concern I have is that your internal initiatives to address this sales problem haven’t been able to solve it permanently.”
“I understand that you’re up to your neck right now, Mary Lou. My concern is that much of the day-to-day grind seems to be a function of not having taken on the underlying problem yet, just dealing with the symptoms, do you know what I mean?”
“I understand that you’re concerned about outsourcing this research effort, Ms. Smith, when you have an R&D department in house. The issue, of course, is can they let go of their current projects to work on this one, and do they have the research base on which to build in this area?”
Wait for the prospect to acknowledge what you just said—either by speaking or with chin (nodding) movement. If she doesn’t acknowledge it, you have not addressed the objection to her satisfaction. You must stay with the objection until your prospect agrees that you have addressed it to her satisfaction.