A stall sounds like, “let me think about it” or “I need to see what my wife thinks.” An objection sounds like, “The price is a little more than I care to spend” or “We have plenty in stock right now” or  “I don’t know if this will solve my problem.” Most stalls and objections are not the deciding factor in making a purchase. The professional salesperson’s job is to uncover the real reason the sale is being blocked. Most stalls and objections are indications the customer wants to buy, just not from you or right now.

When prospects voice objections and stalls they are saying, “You haven’t sold me yet.”  Maybe they fear making a mistake; maybe they think they can create a better value somewhere else; maybe they don’t have enough confidence in you, the company, or the product to move forward; maybe they are not the sole decision maker.

The bottom line is converting the prospect into a sale. To accomplish that you must convert their lack of confidence, their lack of trust, and their lack of perceived value in the product or service.

These thoughts have been provided by Jeffery Gitomer in his book,  Little Red Book of Sales Answers

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