--- title: Always Open the Can of Worms, After They Say “Yes” - CCSalesPro description: "CLICK HERE to listen to the podcast episode! Join the Conversation:  Facebook   LinkedIn   Twitter   Instagram   SnapChat   Google+   SoundCloud After all your hard work, you finally got the prospect to say “Yes” and you have started on the paperwork only to be stopped dead in your tracks by a new […]" image: https://www.ccsalespro.com/hubfs/Imported_Blog_Media/Can-of-Worms-8x5.png --- Blog # Always Open the Can of Worms, After They Say “Yes” CLICK HERE to listen to the podcast episode! Join the Conversation: Facebook LinkedIn Twitter Instagram SnapChat Google+ SoundCloud After all your hard work, you finally got the prospect to say “Yes” and you have started on the paperwork only to be stopped dead in your tracks by a new […] [ James Shepherd ](https://www.ccsalespro.com/blog/author/james-shepherd) Nov 30, 2016 --- [**CLICK HERE to listen to the podcast episode!**](https://soundcloud.com/user-675200621/always-open-the-can-of-worms-after-they-say-yes) **Join the Conversation: [ Facebook](http://www.facebook.com/ccsalespro)   [LinkedIn](https://www.linkedin.com/groups/4302139)   [Twitter](http://www.twitter.com/ccsalespro)   [Instagram](https://www.instagram.com/ccsalespro/)   [SnapChat](https://www.snapchat.com/add/ccsalespro)   [Google+](https://plus.google.com/+CCSalesPro)   [SoundCloud](https://soundcloud.com/user-675200621)** After all your hard work, you finally got the prospect to say “Yes” and you have started on the paperwork only to be stopped dead in your tracks by a new objection or issue that you didn’t expect.  What will you do?  Too often the sales person panics and starts trying to sell the prospect all over again while losing the progress made.  Here is what you need to do: **#1 – Stay confident and Assumptive. ** You already closed the deal so don’t except any new objections as anything other than a curious question. **#2 – Don’t be afraid to open up the can of worms, as long as you are directing the conversation towards questions rather than objections. ** “Susan, thank you so much for asking about this because I want to make sure you have every question answered before we move forward.  (Answer the question then say…) Are there any other questions you have at this point? **#3 – Get back on track and keep moving forward with the paperwork.** I hope these simple tips will help you close more deals!  Make sure you listen to the podcast episode to hear these techniques in action. ***Read previous post:  [Overcoming the Holiday Sales Slump](https://www.ccsalespro.com/sell-thanksgiving-new-years/)*** > [Overcoming the Holiday Sales Slump](https://www.ccsalespro.com/sell-thanksgiving-new-years/) ***Read next post:  [The Secret to Phone Call Follow Up – Excuses](https://www.ccsalespro.com/secret-phone-call-follow-excuses/)*** > [The Secret to Phone Call Follow Up – Excuses](https://www.ccsalespro.com/secret-phone-call-follow-excuses/) [Blog](https://www.ccsalespro.com/blog/tag/blog) [![https://www.ccsalespro.com/2026](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/Vertical%20Mastery%20Webinar%20ad.jpg "https://www.ccsalespro.com/2026")](https://www.ccsalespro.com/2026) [![https://fullstackpayments.com/download-app](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/FSP%20vertical%20ad.png "https://fullstackpayments.com/download-app")](https://fullstackpayments.com/download-app) [![How to Sell Merchant Services eBook](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-2.jpg "How to Sell Merchant Services eBook")](https://www.ccsalespro.com/how-to-sell-merchant-services-in-6-steps) [![GetIsoAmp.com](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-(1).jpg "GetIsoAmp.com")](https://getisoamp.com/index.php/request-demo/) ## Similar posts Blog ### [The Goal with the Gatekeeper – Cold Calling Techniques](https://www.ccsalespro.com/blog/goal-gatekeeper-cold-calling-techniques) Every decision maker in a business wants a good gatekeeper. 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