You had a productive call/meeting with a potential client when suddenly they show some hesitation. “I’m not really sure about …,” they say. In response, you give some stats from marketing and share a success story, and you both agree to reconnect. But you never do. The reason why: You didn’t overcome their objection. How do I know? I’ve been there. As a sales rep, I’ve mishandled plenty of objections, and as a customer, I’ve seen my objections mishandled as well.