Sales is an interesting profession.

You hear all sorts of excuses from people and to be honest, many of the people who start out with excuses really like the product but they're afraid to buy.  A professional sales person will find out what the real objection is.  Sometimes it's something you can help the customer overcome and sometimes it isn't.  What you need to do is start from the standpoint of trying to help the customer.

That being said, some people are beyond help.

One of the excuses I sometimes hear is "I want to sleep on it".  Give that statement some logical thought for a moment.  This person who is sitting in front of you says that they cannot make a sound decision in their conscious state, but they believe when they're unconscious and in the throes of REM sleep, they'll be able to make a decision.  In short, they're idiots.  Furthermore, they'll think you're an idiot if you fall for it.

It's frustrating to hear those words because it immediately means you're dealing with a person who is somewhere at their core, a dishonest person.  They will lie to you about whatever the true reason is and it will be difficult to root out the true reason they do not want to buy.

…more later…