Much of traditional sales training is based on the idea that getting someone to buy something is just a matter of overcoming all of their objections. They don't think its the right size? Tell them it can be altered. They were looking for automatic volume control? Point out the ease-of-use of the remote.
For (almost) every objection, so the argument goes, there is something that can overcome it. Companies spend thousands of man-hours and millions of dollars to predict objections and develop scripts to overcome them.
Underdog companies should put very little effort into this. Simply put: if you are spending a bunch of time overcoming objections, you need to change something about your product, your process or your sales team.