These words will get better results when responding to most objections:
"I understand."
These two words can make a huge difference in the way prospects respond to you.
Example:
"I understand. Some of my other customers used to buy their imaging supplies from XYZ and what they found was, XYZ didn’t stock Ricoh Brand toner. We stock most Ricoh products on a regular basis here in our warehouse in addition to [insert another type of products you stock]. Do you need any Ricoh toner today?"
NOTE: In order to be able to respond this way, you must know what your competitors sell and what they do not sell.
"I understand" is a non-threatening cushion statement and will work extremely well as your first two words when responding to most objections. It lets the prospect know you don’t intend to argue.