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Experiencing sales speed bumps?

At the end of every sales presentation there is likely to be speed bumps called stalls. Most stalls indicate that the prospect is interested but unsure or uncomfortable about making an immediate, positive decision.

If a prospect is not interested, they will tell you rather than continuing the discussion and raising stalls.

People usually express stalls in three ways:

  1. They express the need to discuss the decision with someone else.
  2. They articulate the desire to have time to think it over.
  3. They decide they need to wait until a better time.

Prospects and customers generally allow a salesperson two or three attempts to handle their stalls while trying to finalise the sale before becoming agitated or annoyed.

Do you know how to handle stalls?