Stalls vs Objections
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Whatever the customer says after you present the financial proposal is either going to be a question, a stall, or an objection. You can't overcome a stall. You can often overcome objections. Learn the difference so that you can learn how to transition from one to the other, so you can close!
Reflection and Discussion
List as many stalls as you can think of - get at least ten!
Now list off some objections - real objections that stand in the way of closing the deal right now.
Why do you think customers put off making the decision by giving you a stall?
When the customer says they want to think about it, do you think they actually know what specifically they need to think about? Or do you think maybe they're just stuck? Or are they nervous?
Reflection and Discussion
List as many stalls as you can think of - get at least ten!
Now list off some objections - real objections that stand in the way of closing the deal right now.
Why do you think customers put off making the decision by giving you a stall?
When the customer says they want to think about it, do you think they actually know what specifically they need to think about? Or do you think maybe they're just stuck? Or are they nervous?