Why I like to deal with objections as they come up

There is little gained in carrying a prospect along smoothly through a demonstration without any appearance of disagreement if all the while there lurks in his mind a question about some important assertion you have made. Even though he doesn’t remember precisely what point it was upon which he disagreed, the feeling of opposition to your argument as a whole remains in his mind; and no matter how sound most of your propositions may be, the one that he disagrees with still leaves a weak point, and he is not convinced. “A chain is no stronger than its weakest link.” If there is one weak link in your argument it is likely to fall apart.