Sales is a science. The writer is doing a great job of categorizing "objections" to the sale. That's terminology that any trained salesperson should understand.

Sales is a science. The writer is doing a great job of categorizing "objections" to the sale. That's terminology that any trained salesperson should understand. This categorization helps the salesperson do two things: - De-prioritize leads whose objections they're unlikely to overcome - Craft responses to objections they are likely to overcome and prioritize these leads In this particular case they're unlikely to convince a soon-to-retire or luddite vet -- they should de-prioritize these, maybe put them in the CRM to ping in six months to see if anything has changed. They should also be aware that their target market doesn't include these vets, so if the proportion is high enough they might want to find a different market. For the others, it seems they're already crafting responses to the objections - presumably they'll get a sale fairly soon if the market is big enough.