The Sales Training Series: Dealing With Sales Objections and Stalls
Most salespeople think of stalls and objections as synonyms. 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 stallI need to think about itthe 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: Im not quite sold yet. Sell me some more. Well then, by all means, do some more selling. But do it right. Heres how:
Never challenge a stall. Since the customer offered no specific reason for hesitating, dont force him to come up with one by saying something like, What is it that you need to think about? Challenging stalls creates conflict, not sales.
Dont try to manipulate the customer. If youve learned any manipulative sales techniques, forget them. They do more harm than good. The old feel, felt, found method rarely worked even in its heyday, and it certainly doesnt work today.
Identify a Universal Stall Breaker....
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