# Objections Are Only Concerns **What is an objection?** An objection is *a concern your prospect has.* > **What is an objection not?** > An objection isn't *a rejection of you.* **What do most salespeople do with objections?** Most salespeople *react to objections off the cuff without working to uncover what the objection actually means.* **What shouldn't you do in response to an objection?** In response to an objection, you shouldn't *persuade with logical facts on why your solution is good for them.* **When should most if not all of a prospect's objections be eliminated and how?** Most if not all of a prospect's objections should be eliminated *during the engagement stage of the process by doing your work correctly and going deep into the conversation.* ...