When early caveman ran into a huge, hungry looking T-Rex unexpectedly, his “fight or flight” reaction mechanism kicked in. He either got the hell out of there as quickly as possible, or, with adrenalin pumping and heart pounding, he used the sudden burst of energy and strength that come into play in the face of danger and attempted to fight off the pre-historic beast, most likely with dire consequences. I sometimes think business people today react in similar ways when it comes to dealing with resistance to their ideas and services. They either fight or flee. In fact, a third strategy would be a wiser, and safer, way to go.
3. The question allows you to get a deeper understanding of just what the issues are and provides a better opportunity to work through the buyer’s concern.