What if you didn't?
What if you just either say 'no' first or, if you're feeling generous with your time and the person appears to be open minded, go ahead ask the 'end question.' That's the one where you get to the end right off the bat.
Here's the 'end question' for either the business, or the product or service (whatever they're having their 'objection' about):
YOU: Let me ask you something, and then I'll tell you anything: If the product/business/service (pick the ONE) works for you the way it does for me (or for 'my mom' or other SPECIFIC person you know), would you want to look into it further? Yes or no?
That's it. Not a word more until they say 'yes,' 'no,' or 'well...'
Remember the goal: find people for whom it's the right thing to be doing.
No one you have to drag across the finish line, yes? SO let's start out with the end in mind, and do that FIRST for people with the big 'objections.' What's the point of spending precious time you can NEVER get back with people who weren't really interested in the first place, only you didn't find that out until the end of a grueling session with them? Leaving you totally depressed and probably flushed with anger as well? So ask the 'End question' first.
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