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 stall—“I need to think about it”—the 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: “I’m not quite sold yet. Sell me some more.” Well then, by all means, do some more selling. But do it right. Here’s how:

Never challenge a stall. Since the customer offered no specific reason for hesitating, don’t 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.

Don’t try to manipulate the customer. If you’ve 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 doesn’t work today…

Duane Sparks

About Duane Sparks

Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).

Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).