Hi.  A few weeks back, Mark Zuckerberg left his notes behind from his testimony on Capitol Hill.  Love him or hate him, you need to give credit him for being prepared.  He prepared for anything and everything that was thrown at him.  Of course, there were things he could have never have anticipated.  He was ready for eighty percent of what came his way and a message he wanted to deliver.  The question is, are you just as prepared for a grilling by your prospects?  Take time to prepare appropriate responses to your prospect's toughest questions.  Think not only about what you're going to say but how you say it as well.  In the process, in heated moments, you will be able to defend yourself, build trust, gain credibility, and earn respect.  As a result, you just may earn your prospect's business. 

By the way, it's highly recommended you visit think new amsterdam.com for other great insights on sales.  Have a great day selling.