The Sales Training Series Dealing With Sales Objections and Stalls
Below is a MRR and PLR article in category Business -> subcategory Sales.
The Sales Training Series: Overcoming Sales Objections and Stalls
Introduction
Many salespeople mistakenly equate stalls with objections, but they are not the same. Both occur after you request a commitment, yet an objection is a clear reason not to buy. In contrast, a stall, such as "I need to think about it," offers no specific reason for hesitation.
Understanding Stalls vs. Objections
It's important to differentiate between stalls and objections. Objections give you concrete feedback, while stalls indicate a customer's indecision. Often, stalls mean the customer isn't fully convinced and needs further information.
Avoid Common Pitfalls
1. Don’t Challenge Stalls: Asking, "What do you need to think about?" can create conflict rather than progress.
2. Don’t Manipulate: Avoid outdated manipulative techniques like the "feel, felt, found" approach, as they are ineffective today.
Introducing the Universal Stall Breaker (USB)
Every product or company has a Universal Stall Breaker?"an element that eases customer concerns. This might be a money-back guarantee, a no-hassle return, or an extended warranty. Save this as a reserve for when you face a stall.
How to Use the USB
When encountering a stall, follow these steps:
1. Acknowledge by saying, "I understand."
2. Highlight the product features the customer appreciated earlier.
3. Present the USB.
4. Ask for commitment again.
For example:
"I understand. You liked ____, ____, and ____ about our product. With our _____ policy (USB), you can try it risk-free. How does that sound?" (Wait for the customer's response.) "Would you like to proceed with it, then?"
By using this method, you ask for commitment twice, addressing the customer's request for more information.
Real-World Application
Consider Equity Residential, the largest apartment leasing company in the U.S. They often face stalls like "Let me think about it." Their Service Promise Guarantee was typically viewed as just another feature until they realized its potential as their USB after participating in the Action Selling Sales Training Program.
According to Jonakan O'Steen, Director of Education and Leadership Development, recognizing the guarantee as their USB changed how they approach stalls, significantly improving their results.
Conclusion
By understanding the distinction between stalls and objections and using the Universal Stall Breaker effectively, you can enhance your sales strategy. This approach not only addresses customer hesitations but also encourages more commitments, ultimately leading to increased sales.
You can find the original non-AI version of this article here: The Sales Training Series Dealing With Sales Objections and Stalls.
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