You don't have to hear "no" and "not now" any more when the answer should be "yes". You are responsible for getting "yes". You're being told "no" and "not now" for three main reasons. One main reason is you fail to prepare so you can earn the "yes". You've probably heard enough objections by now to know what to expect. Identify every question, concern, or objection the prospect could possibly throw at you and gather all those objections in one list.

Ask yourself why your prospect would have that objection. Is it possible they have that objection because you didn't ask the right questions so you could help the prospect to figure uncover the answer to those objections? Brain storm a list of questions you could ask to help the prospect to discover what they need to know when they need to know it.

What can go wrong during the appointment? Plan how you will respond by making a list of everything you can think of and how you will respond. When the appointment has to be cut short and rescheduled how will you maintain the attention and interest of the prospect so they will be eager to have the next appointment? You think you have to respond to your prospects objections and that another reason you get objections and stalls. Don't respond to any of their stated objections. Have your prospect list all of their objections in terms of their perceived risk in making a buying decision. Don't respond in any way until they have all of their objections listed.

Rarely do you ever get the real objection out of the prospect as their first objection. The prospect has to feel comfortable sharing the real reason they don't want to buy and they won't feel comfortable if you rebut everything they tell you. Allow them to get all of their objections voiced.

One of the best ways for both you and the prospect to gain clarity is to now have the prospect write the rewards they perceive from making a buying decision. As you go through this process you can ask their permission to clarify anything they didn't understand. At some point during this process when what you have to offer is right for them, they'll begin to recognize that their potential rewards are better than their risks.

The final reason you get objections is because you haven't created urgency. You can't do this effectively by using high pressure or manipulation tactics. In fact, that one of the quickest ways to kill the deal, but you do need to help the prospect understand the potential consequences of inaction.