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Avoiding Very Common Stalls

Date Posted: 2005-10-20

We all encounter the stalls that prospects throw up as objections for a variety of reasons. Here are five very common stalls.

· I Tried a Similar Product Before and It Didn't Work

· Your Product is Too Expensive

· I’m Not Ready Yet

· I have No Budget for It

· We'll Need to Bring This to a Committee

These all tend to be standard brush offs that prospects will use to derail a sales reps and quickly dispose of them.

Implications to the Sales Person

Stalls are a prospect’s way of putting the brakes on the entire process. You need to determine why these issues have arisen and why they weren’t discovered during the qualification phase. One of the problems many sales people create for themselves is they gather information and then ignore what they have learned as they enter into their canned sales presentation. Selling solutions must be crafted to meet the specific needs and concerns of the prospect.

Listen and then apply what you have learned to a sales solution which addresses their needs and concerns.

The Application

Many of these stalls can be avoided by properly qualifying the prospect. Most stalls and objections are the consequence of a sales person who is attempting to short circuit the process and rush to the close. Some of the initial information you need to uncover includes:

Do they have a need for your product or service?

· Is there a legitimate need for your product?

· Is your product essential to the prospect?

· Is your product a luxury item?

· How will the prospect use your product or service?

· When do they intend to purchase?

Can they afford the product?

· What is their budget?

· What financial criteria do they employ when making a decision?

· Do they have the ability to pay for your product or service?

· Do they have the ability to obtain credit?


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