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December 10, 2011 at 11:00 PM
Let’s face the facts. If you’re involved in sales, stalls are simply a fact of life. You haven’t been given an objection, but you’re instead getting the sense that they’re just putting off making any decision at all.
When dealing with folks who stall, the first and most important step is to uncover the real reason for the stall. Until you know the reality of the situation, you cannot possibly overcome it.
In order to find out the true reason for stalling, you must utilize some effective probing. Here are some questions that you should have ready to roll off your tongue:
- “Can you tell me more about…?”
- “How are you currently handling…?”
- “What is your feeling about…?”
By using open-ended questions such as these, you will encourage dialogue and eliminate the shutdown you may encounter when using closed-ended questions that can be answered with a simple “yes” or “no.”
The reality is that there are many valid reasons for prospects to stall. For instance, an accounting firm might stall about making a decision for an office renovation because the decision comes smack in the middle of tax season. Their plates are full, their minds are distracted and a stall about making a decision is entirely valid.
