If not, you need to help them plan for the full project, not just the obvious part. With Benefits It is not enough for you to be certain that your product or service will be the long term solution to your customers' problems. You must help the customer see the solution in terms they understand - in terms of benefits which they receive. You must answer these questions before they ask them. Satisfied customers are the best place to look when building your list of benefits.
Objections are a request for more information, for a clearer view of the benefits.
Treat each objection as a question, and answer it in terms of the benefits the customer receives. You may be offering a benefit which they don't value, in which case you show them other benefits or produce references of now satisfied customers who originally had the same objection. It is the most emotional part of the sales process, and the most essential. The salesperson is afraid of rejection or objections, the customer is afraid of making a bad decision. If you have done your job as the salesperson, then act confident, believe in yourself, and ask them to buy your solution.