When the buyer objects, the instinct is to defend, or to reach for a discount, and both answer an objection you haven't understood yet. Carrow's way has three steps, each of them a question more than an argument: name it, narrow it, test it.
Say it back, find the one thing behind it, and test a single step against that.
Late in a call, the procurement lead says: 'Your contract terms don't work for us.' What's your next line?
"I understand you have concerns about flexibility."
"Our terms are standard for a platform like this."
"The terms don't work for you. Which part?"
"What if we moved you to a monthly contract?"
Naming it in her words shows you heard the objection as she said it, and 'which part?' narrows it to one thing you can work on. 'Concerns about flexibility' is your translation: she said terms, and you've now guessed at the reason. Defending the terms as standard answers an objection you haven't understood yet. Offering a monthly contract tests a fix before you know what is broken, and gives something away before anyone has asked for it.