Sales Tip 118: "Tackling the Customer Stall"

There are times when a customer may sound interested, but postpones making a buying decision by saying something like this:


• "Things are a little crazy right now. I'd like to hold off on my decision for a while"

• "Sounds good, but it's too early in the searching process to make a decision"

When a customer seems reluctant to move ahead, probe to find out why by saying something like this:

• "Can you tell me what your hesitation is?”

• "What needs to happen before you'll be ready to make a purchasing decision?”

If the customer is willing to move forward but at a slower pace, you can propose a lesser commitment than what your originally proposed. Try to get the best commitment the customer is willing to make that day!