A crafty old sale 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.
Stalls. We all use them, so why shouldn’t we expect to hear it from others when we are on the selling end? “Let me think about it.” La de da—the flake-out of an order. The modus operandi: obviously, we must get past a vague stall to a concrete objection or allow our customer to discover there is really nothing to be concerned about. Some customers just need reassurance that they are making the right decision. A methodical nudge may be all it takes to put things in motion.