Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

Cutting Through Stalls and Objections

Cutting Through Stalls and Objections

Cutting Through Stalls and Objections

There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:
• It helps your credibility when the prospect sees that you're not afraid to bring up stalls and objections, even before you're asked. This promotes a feeling of trust.
• You remain in control, not the prospect.
• You can save time and get down to business faster and easier.
Here’s how you can handle stalls and objections up-front:
"Art, sometimes when I talk to people about what we do – and it may not be the case here – sometimes they tell me one of the following: They see all vendors as being the same; they hate the idea of going through the process of whom to select to provide this product (or service); they had a bad experience the last time they tried someone new; or they’re not sure which direction or application will be best for them. Which of these, if any, Art, is a concern to you?"
The idea is to take three or four of the most common objections – those that you hear most often – and phrase them in a multiple-choice question that prompts the prospect to select one or more. This technique smokes out an objection that might get in the way of your progress later in the presentation.
When your prospect selects one of the objections, you then reverse by saying:
"Really? I’m surprised by your answer. Why did you pick that one?"
Probe a couple more times to find out the real objection. Then, decide if the prospect’s objection will be a problem, or if you can handle it later in the presentation.





Cutting Through Stalls and Objections - To learn more about this author, visit Andrew Wall's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback

To learn more about the Evan Elite Author Program please contact us.

About The Author


Andrew Wall
(Visit Andrew's Website) Sandler Training is a Global Strategic Management and Sales Training organization. With over 220 training centers around the world, hundreds of thousands of individuals and thousands of companies have embraced the Sandler Training Strategic Management and Sales principles to take their business to the next level. Sandler Training works with clients that may be as individual as entrepreneurs to global corporations to provide a “breath of fresh air” to their Business Development and Management activities. Andrew Wall is the owner of the Milton Sandler Training center. Sandler Training Canada recognized Andrew’s business with the Award of Excellence 2007 for Canada. If you are serious about embracing new Behaviors, Attitudes and Techniques to catapult your business to the next level, then contact Sandler Training at 905-864-9915 or visit www.wall.sandler.com.

Andrew Wall is a Platinum author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
View Author Video

Free Downloads


Andrew Wall's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Andrew Wall's Complete List of Sales Articles For FREE!

More Andrew Wall
Focus on Five Areas Today to Close Business Tomorrow
Handling Irate Customers Allow Them to Vent
Selling to a Group Make a Dry Run
You Must Work a Prospecting System
Increasing Sales in a Sluggish Economy
The TACTIC You dont have to like cold calls you only have to make them
Formula for Sales Templating
Salesperson WimpOut I Need Help
Whos Your Competition
You Talk Too Much
Free Downloads


 
 
 


Evan Elite Authors
Casey Gollan  
Staging Diva  
John Power  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
Confidentiality Agreement Icon Confidentiality Agreement
Managing Growth Icon Managing Growth
Employee Engagment Icon Employee Engagment
New Year Revolutions Icon New Year Revolutions
Positive Thinking Icon Positive Thinking
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Productivity Blogs To Watch In 2009
Top 50 Productivity Blogs
Top Blogs To Watch In 2009
 
The Top 10 Guy Kawasaki Posts - Best Posts for Entrepreneurs
The Top 10 Guy Kawasaki Posts
Best Posts for Entrepreneurs
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Stella Omoregie Benin City, Nigeria,
Stella Omoregie
Benin City, Nigeria
SEO For Africa

If I Were A Startup...
Razor Suleman, $143k to $5.4 Mil in 5 years
Razor Suleman
$143k to $5.4 Mil in 5 years
Lisa Shepherd, $335k to $1.1 Mil in 2 years
Lisa Shepherd
$335k to $1.1 Mil in 2 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Robert Kiyosaki, Rich Dad
Harland Sanders, KFC
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Guy Kawasaki, The Art of the Start
Guy Kawasaki
The Art of the Start
Jay Conrad Levinson, Guerilla Marketing
Jay Conrad Levinson
Guerilla Marketing
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     Employee productivity - today's issue
By Anca Suciu
     Environment and productivity at the office
By Anca Suciu
     Correlation between self discipline and productivity
By Anca Suciu

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information