Does the client object or hesitate?

Each of us, at least once in my life, heard or said the phrase “ You did not understand me correctly ”. Understand us or not, depends on the correct intonation, the construction of sentences, as well as on the words themselves. After all, from the correct choice of a word, the perception and meaning of the phrase as a whole changes.

For example, for dozens of years, the proven " Hello " has been more and more often changed to a less annoying and more enjoyable " Good afternoon / evening / morning ". And also the parry of doubts / objections of the client “ Yes, but ... ”, favored by many sellers, changes to a less conflicting “ Yes, and ... ”.

Example:
- Andrei, yes, you are a good person, but you have no sense of humor.
- Andrei, yes, you are a good person, and yet you have no sense of humor.

The use of the first option in most cases will cause a dispute, while leaving a negative residue. The second option minimizes the negative impact of the second part of the proposal, focusing on the more pleasant and desirable for the opponent.
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To this list, I would like to add a sort of innovation that many may find useful. I call it new because I have not seen such comparisons before. And if I'm wrong, correct me.

Let's try to consider what associations we get from these words.

Objection
Objections, objections, cf. refuting argument, reasoned disagreement with anything. Weighty objection. Unfounded objection. Objection to criticism. Objection to the proposal. No objections followed.
Explanatory Dictionary Ushakov. D.N. Ushakov. 1935-1940.

That is, taking the client's hesitance for an objection, we put him in the role of the opponent in the dispute. Someone is simply afraid of these disputes, but for some it’s like a red rag for a bull. We accept his words, as a disagreement with ours trying to convince . As a result, it has a negative effect on the ability to make a deal.

Doubt
DOUBLE cf. summation, distorted. indecision, shaky bewilderment, reflection, fluctuation of thoughts; || mistrust, suspicion and fear. Doubt what, hesitate, undecided, think for two;
Dictionary of Dahl. - 1863–1866


In this case, the situation can be viewed from a completely different angle. Firstly, if you are at this stage of sale, then the person is interested in the topic of your call / meeting. And he does not try to argue with you, he simply doubts, is unsure and simply does not trust you to give consent. And your main task is not to convince , but to help dispel these doubts . In addition, the realization that they are not trying to argue with you, but simply doubt the decision - gives some confidence in their actions.

Finally, I would like to note that this is just my view on this situation. And I'm not trying to put it, as the only true one, but just offer an alternative to what is written in many books.