Talk less

If you want to meet an objection with confidence and calm, quash your urge to talk more. Tell yourself to talk less.

If you start talking more, you’ll shut down your customer’s ability to engage in the conversation at one of its most crucial points — when they have a doubt or concern.

Think of this as your chance to bring clarity to the conversation and engage even more deeply with the customer. You can’t do that if you’re the only one speaking.