Quote Originally Posted by Zach View Post
I agree -- isolating the objection is very important. "Is there anything else about my offer that is holding you back? So if I can resolve this one issue, would we be able to move forward with this loan today?"
Very good point. It also allows you to see whether or not you are wasting your time chasing down the "perpetual shopper" (we all have a few of these that give us nightmares) Ultimately, my time is the most valuable commodity I have and if someone is wasting it I become very upset.