Occasionally, I get responses from some of my readers. Here is a good one about customer stalls from Christopher Rice of Orlando, Fla.-based 50 Floor:
One of the most popular situations sales reps run into is not really an objection, but a stall. The “I need to think about it,” or, “I need three quotes before I move forward.” These are phrases all reps will hear time in and time out... UNLESS they can eliminate the stall from the beginning. Why does a customer say these things? What did I do wrong? They seemed to love everything and really liked me, so why aren’t they buying? From my experience when you get these “stalls,” you did not do your job properly.