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The Sales Training Series: Dealing With Sales Objections and Stalls
Wrong. Stalls and objections are both things you may hear after
you have asked for commitment, but an objection is a specific
reason not to buy. In a stall--"I need to think about it"--the
customer offers no particular reason for hesitating.
Almost all salespeople buy in to the stall. Very few ever get
the deal once they do.
What the stalling customer is really saying is this: "I'm not
quite sold yet. Sell me some more." Well then, by all means, do
some more selling. But do it right. Here's how:
Never challenge a stall. Since the customer offered no specific
reason for hesitating, don't force him t...
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