When you are in sales you are always aware of the objections and are wondering what objections might derail you. However, everyone is in sales whether they are really getting paid for it or not. Many people would disagree with me that everyone is in sales whether they are actively with that in their title or not, but everyone has a sales role in life and in their organization. However, if you do not understand as a leader that everyone in your organization is in sales and you are not teaching people how to sell their ideas and the company as an overall. That is the first objection one must overcome, that I am not in sales. This is the toughest objection, and is done by training and not calling it sales, but getting your people to buy into the system, the culture and what you are doing. Once that objection is handled, then you can handle your clients objections. Remember if you do not get your organizations buy into their individual parts nothing you do with your clients will matter.
Once your organization has a buy in, then you need to work with your prospects and clients. The best way to deal with last minute objections is to cover the objections up front. When I am doing a sales presentation, I always look at what is the issue with what I am presenting, what will it solve, and how will it help the client. Once those have been established, I then look at what are the objections they will have. The more I build that into the presentation the better and it seems to eliminate last minute objections, as I have addressed all the other issues that are out there. When clients see that they are being heard and see that there are solutions to their puzzles but also that I answer questions before they come up, the selling process is much easier and able to remain in my control and be able to lead the clients the way they need to be.