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whenever you talk about resolving objections even some of our clients will say oh well that's you know that's sales 101 and I couldn't disagree more I think resolving objections is very tough to do it takes a lot of finesse and you can't get around it they're gonna come up you can do the best job of understanding a customer's needs even provoking needs you know if you're sharing insights matching your value you can do all of that you will never get through a sales opportunity without one objection and a lot of times it's not something that you cause it can be in the form of a question you know it could be something that your competitors seated you know with your client so being able to resolve objections is just critical to being able to move an opportunity through a pipeline as swiftly as possible I think it also demonstrates credibility because if you're a smart client you're gonna want to test at least I would want to test anybody that you're gonna do business with I want to know that they can answer my questions that they're they really believe in what it is they're trying to sell me in it and you know there's depth behind what they're telling me so I'm gonna test them even if I'm okay with everything they've told me so far you have to be able to resolve those objections and keep the dialogue moving to demonstrate your credibility and I think any client who sees you do that in a consultative manner with a rep who pays attention to the customers needs and make sure it's about that customer and not just swiping it aside and trying to bury the objection you know under the carpet I think anybody who can do that and that's what we strive to teach people to do who can really map it map resolving an objection to a customer's needs will build more credibility than any of their competitors could hope to do you