Sales Minute

"Can you call me back after the holiday, please."

I am sure you have already heard this stall or something similar a million times before while making sales calls. You were probably fed the same line right before the Fourth of July holiday. You will definitely hear it again in November and December, as we all know.

These stalls are basically a polite way of telling you "no."

The stall tactic is really an objection. What the probable purchaser is telling you is: "I do not see the value to move forward with you yet."

For your prospect, the risk of doing business with you is greater than the possible rewards at this point.

Your prospect may be stalling for a number of potential reasons. Does he or she really want your destruction service? Is there another possible vendor? Is your price too high? Does the prospect have a connection with another sales professional at another destruction company? Is your contact the real decision maker?

Instead of being a puppet, puppy or pawn to the prospect, find out what the true objection is.

To overcome this type of stall (objection), ask your client:

• What will be different in six months?
• Is there a specific reason you prefer I get back to you then?
• What is preventing you from taking action today?
• Do you see yourself buying in six months? After the holidays, etc.?
• Could you start now and pay after the holiday?
• How will the decision be made?