There are two words that are critical to use when responding to an objection.
And two words NOT to say.
What are these words?
Examples
When you hear the objection:
"We buy all of our imaging supplies from (your competitor), the XYZ Company."
Some may respond (and the natural inclination could be to say):
"Yes, but the XYZ Company doesn't stock Ricoh brand copier toner and we can supply you with Ricoh products."
Two words NOT to say: "Yes, but . . ."
Because it sounds argumentative.