The Selling Essentials Minute, Ep. 33: Customer Objections: Overcoming the Stall

Welcome to the new episode of the Selling Essentials Minute!

For those unfamiliar, The Selling Essentials Minute is a series of videos that offers one sales idea in about sixty seconds. You can use the Minute to kick off a sales meeting, push an idea out to your team, start a discussion or reinforce your training.

Video Transcript:

How many times have you heard this? “I’ve got to run it by my boss.”, “I need some time to think it over.”, “Let me kick it around.”. This and other classics are all examples of The Stall. Your potential clients decision to not make a decision. It can hold up a sale better than  an outlaw with a six-gun.

The stall is a big problem because it keeps you from discovering the reason the sale isn’t going forward and make no mistake, there is always a reason. Could be the buyer has no interest, but doesn’t want to hurt your feelings, or she lacks buying authority and doesn’t want to admit it, or maybe he just doesn’t want to get blamed for a bad decision. 

So, what to do? Try these three studies to stop the stall.

Number one. The one to ten question. Asked on a scale of 1 to 10, what’s your interest level? 5 or 6 you’re not even close. 7 or 8 is maybe a maybe. 9, well, you’re almost there.

Number two. Ask, what would get you to a ten. if that 5 or 6 can’t tell you, it may be time to move on. On a 9 might just need a small compromise. Those 7 and 8’s can be great opportunities but you need to know more, which lead us to number 3.

Dig deeper with probing questions like, you say your concern that our product seems hard to use, what specifically makes you say that. 

With a million and one things that could potentially concern your client, it can be hard work to determine exactly what’s keeping them from buying. 

Use these three steps to help you zero in on the true objection and turn a stall into a sale.