A crafty old sales associate once asked me this question: “Do you know the only objection that can’t be overcome?” The only objection you cannot overcome is the objection you never get to hear. With stalls, the customer offers no particular reason for hesitating. If she has an objection, she isn’t telling us what it is.
A mere “Let me think it over” can turn a sale from a seemingly sure thing to a transaction in serious jeopardy. Stalls are by far the most difficult yet reoccurring element in finalizing a sale. Unfortunately, very few salespeople know how to handle these exasperating stalls and customers know it!