"Tom said that until you hear an objection, you’re not even close to making a sale. He pointed out that when people want something there’s a natural response to come up with a reason why they can’t have it. Therefore, the appearance of an objection is usually the first sign that you’re going to make a sale."
from http://blogs.bnet.com/salesmachine/?p=475&tag=nl.rSINGLE
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