Since training I have been able to sense possible objections very early in the “Doctor of Sales” Process and have been able to focus on benefits in those areas until I see body language or a nod of understanding the benefit. The one I have only used a couple of times is the must be another reason for the objection it has only been fear of being the person to introduce a new product during times when they do not what to attract attention to themselves if there is a problem. I have reminded these people that based on the improvements and cost saving how will senior management see your decision and they see that a a benefit to them and we move forward to the small commitments to keep the trust and them feeling comfortable. This module has really helped me.