Know the Difference Between a Stall and an Objection

It’s very important to know the difference between a stall and objection.  To put it simply, Objections are the real reasons people aren’t going to buy.  Stalls are typically given to get you off of the phone.

What you need to do when you are presented with a stall is sidestep it so that you can move on to what is really holding up the sale.  The easiest and most generic thing that you can say is:

“Besides (whatever stall they said) is there anything else keeping you from moving forward today?”

It is open ended and will often expose their real reason for not buying.

What a stall typically looks like

My favorite stall is send me the information.  The only time this ends up being a task worthy of your time is when there is more than one decision maker involved, and even in that case you should still be trying to get them on the phone.

When you do get this stall is to ask what they are looking to see in the information.  This will keep the conversation that they are trying to close opened, and provide you with what the reason for not buying is.  They will often tell you that they want the information to show another person.

What you must ask at this point is if whoever they want to run it by signs off on the item, will they move forward with the order.  If they say anything other than a yes you’ll next here their real objection.  If they immediately say yes than you have an ally that’ll help you get in touch with the person that will help you get the order.

An objection can sound a lot like a stall

You’ll run across many common objections.  They are usually stalls whenever the prospect does not fully understand exactly what they will be getting if they agree to go forward with the order.  Anyone who is going to buy is going to take the time to listen to you and not rush you off of the phone.

So, if they tell you that it costs to much money (espescially if it hasn’t been discussed yet) than you need address that.  Say: “compared to what?”  They should mention a competitor.  You can then tell them what differentiates yourself and how your product is better.

Make sure that you take your time qualifying your customer in order to eliminate a lot of stalls.  Never let them rush you to the price or the close.

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