True or false? You should proactively seek out objections in order to surface and resolve them more quickly.

• You should only ask the prospect at the beginning of each call about objections they have in order to give them one chance to surface their concerns.
• You should wait until the prospect surfaces an objection and then respond with a rebuttal.
• You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.
• You should not proactively seek out objections. The prospect may not have any and you don’t want to cause new problems.

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