Teasing Out Stalls
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After you present your financial proposal and ask for the business, your customer's ultimate decision will be revealed to you. This is the magic moment! Often the first thing you hear is a stall. A stall reveals one of two things. Either 1) Your customer is nervous and doesn't know what the problem is but doesn't feel confident, or 2) The stall is hiding a real objection and the customer doesn't feel comfortable sharing it with you right now. Whatever happens, your job, as a guide in the customer's decision-making process, is to help uncover the true objection so you can have a real conversation about how to accomplish their goals.
Reflection and Discussion:
Why do you think buyers present you with stalls?
Make a list (or think about) some of the stalls that your buyers give you.
Make a list (or think about) some of the sincere objections that your buyers give you.
Go back through the list of objections and connect each to one of the Five Pillars.
Could it be...
Is it possible...
What are some other phrases you could use to lead into a question that might reveal a true objection?
Reflection and Discussion:
Why do you think buyers present you with stalls?
Make a list (or think about) some of the stalls that your buyers give you.
Make a list (or think about) some of the sincere objections that your buyers give you.
Go back through the list of objections and connect each to one of the Five Pillars.
Could it be...
Is it possible...
What are some other phrases you could use to lead into a question that might reveal a true objection?