These two words can make a huge difference in the way prospects respond to you.
"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.