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Stalls and objections are very common in the sales profession. Without doubt, the most common stalls and objections detailed here should not be encountered during the latter stages of the selling process. If they are, it’s a clear sign that the prospect wasn’t not properly qualified in the first place. However, what are detailed here are some of the very common stalls a sales person may encounter during the qualification process.
Implications to the Sales Person
Prospects, early on in the sales process, often will throw these common stalls out just to get rid of the sales person. They may be happy with their current supplier. They have yet to be educated as to what the sales person can offer to improve their performance. They may feel compelled to simply brush off the sales person for a variety of reasons.
This is where persistence and creativity play a large role to get past the stall, to generate interest and move the entire sales process forward. Up to this point trust and credibility have yet to be established. The prospect sees no viable reason to buy from the sales person.
The Application
The most common stalls and strategies to counter them include:
Tried It Before and It Didn't Work - Customer Education Issue
The customer may have tried a similar product or service. This is a rash judgment. Explore the reasons why it didn't work and establish reasons why it should now. Everything changes and changes quickly. What might have not worked in the past can potentially work today.
Why didn't it work before and what has changed?
Are there ways to adapt what was done before so that it will work now?
Too Expensive - Financial Issue
This is a standard brush off. Stay away from the price and sell the value. How can you judge the genuine costs until you actually use or try the product? A ROI analysis can make it a good decision, when you look at the value received rather than the cost.
Not Ready Yet - Timing Issue
You haven't peaked the prospect's interest or established a need in their mind. Companies should be always exploring new ways to improve and gain the competitive edge. Are your competitors implementing these new ideas or processes?
No Budget for It - Financial Issue
This may or may not be a legitimate excuse. You'll need to probe to establish the legitimacy of their claim. However, you have also failed to establish a need in their mind and the value of your product. A new product of real value can be fit into a budget, if the value is established. Look for means to finance or establish the savings realized, as a way to fund your product or service. If they want what you have, they'll move mountains to get it.
We'll Need to Bring This to a Committee - Decision Making Issue
Decision makers hide their insecurity in committees. If the wrong decision is made, then the blame is spread around evenly. Insist on getting in front of the committee to make a formal presentation. This should shorten the decision making cycle. Give them all the ammunition to support their decision and agree to your proposal.
Something to Think About
Many sales people hide their inadequacy behind these stalls. With that in mind, consider the following points:
What are the most common stalls you have encountered? What did you do to overcome them? Explain.
What are the most stubborn stalls and objections you had to overcome? How did you overcome them?
-- Timothy F. Bednarz, PhD is the Principal Partner of the American Management Development Group. He can be reached at 800.654-4935 or amdg@charter.net. Find out more at www.LetsTalkSelling.com.
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· I Tried a Similar Product Before and It Didn't Work
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