Tend to accept "think it over's"
These are typical “put-offs” or “stalls” and may hide an actual “NO” or an objection.
Concentrate on opening relationships rather than purely closing sales, if you have developed a degree of trust and rapport by being “interested in them” and by asking good well thought out questions you will be in a better place to dig behind the “put-off” ~ without the rapport and trust they are less likely to allow you to probe further.
Handling Stalls
You'll recognise the most common form of a stall with these words: "We want to think it over." Or “I’m too busy to make a decision right now.” There are many variations. The key to dealing with these objections is to recognize the customer's statement is a stall, so you know what to say.
This is perhaps the most common objection. It stands to reason, then, that the strategies you use in overcoming sales objections and countering Stalls are going to be a major factor in your success as a salesperson.
Whatever the cause for the stall, handling it isn't a science, it's an art. The art is in helping the customer see that you truly accept and understand their hesitation.
- Acknowledge that you heard them.
- Reassure them it is a valid response and you are OK with it.
- Ask questions, probe behind the stall, start a conversation, draw them out.
- Only once you have a real question or concern to handle can you make progress.
- Then BEFORE you answer the question or concern confirm there is nothing else preventing a sale.
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