"Making a sale isn't always easy. You usually have to overcome various objections that the prospect puts in front of you, like perhaps they say the product or new feature is too expensive and doesn't fit their budget. They might say that they are happy with whatever tool they currently use and so they don't need a new one. They may simply feel that they are too busy at that time to spend time evaluating a new product. My job as an account executive is to rebut these objections in a manner that doesn't turn off the prospect. I usually begin by validating how they feel and telling them that I agree with their reasoning. But then I say 'however' and I launch into prepared reasons why it makes sense for them to still consider our product. If they say it's too expensive, I focus on demonstrating the unique value of our product and how it can help them. If they're happy with their current methods, I explain how our product is an improvement in comparison. If they say they are just too busy right now, I work with them to find a time when we can get back in touch about it. Most of all, I am persistent and knowledgeable. And I always make sure they understand that the reason I am encouraging them to consider my company's product is because it will help them solve a business problem."

"By anticipating possible objections, I can create responses to those concerns preemptively and respond immediately to the prospective concerns. It is imperative to listen to those doubts and rejections so that I may identify the core concerns and neutralize them. By focusing on the client and conveying empathy, understanding, and confidence in my ability to overcome their concerns and provide real solutions, I am able to reassure the client that we care about their concerns, leaving a good impression on them of myself and Stripe."