Stall
A stall is a type of objection where the prospect is not yet ready to make a decision. Stalls often arise due to indecision, a need for more time, or a desire to delay the purchasing process without a specific reason. These objections are usually less about the product or service itself and more about the prospect’s readiness or timing.
Characteristics of a Stall:
- Vague Responses: The prospect provides non-specific reasons for delaying the decision.
- Indecisiveness: The prospect seems unsure or hesitant without pinpointing exact concerns.
- Delay Tactics: Common phrases include “I need to think about it,” “Let me get back to you,” or “I’ll discuss it with my team and get back to you later.”
Example of a Stall:
- Prospect: “This sounds interesting, but I need to think it over. Can we talk next month?”
- Salesperson Response: “I understand that you want to take your time to consider this decision. Is there any specific information or clarification that you need to help you make your decision sooner?”
Real Objection
A real objection is a genuine concern or barrier that the prospect has regarding the product or service. These objections are specific and often relate to aspects such as price, product features, perceived value, trust, or other concrete issues that need to be addressed before the prospect can proceed with the purchase.
Characteristics of a Real Objection:
- Specific Concerns: The prospect raises concrete issues or questions that need addressing.
- Clear Reasoning: The objection is rooted in specific aspects of the product, service, or company.
- Genuine Barrier: The concern is a real impediment to the sale and requires a thoughtful response.
Example of a Real Objection:
- Prospect: “I’m concerned about the implementation process. We’ve had issues with similar software in the past that disrupted our operations.”
- Salesperson Response: “I understand your concern about implementation. We offer a comprehensive onboarding process, and our support team is available 24/7 to ensure a smooth transition. Can I share some case studies from clients who had similar concerns and how we helped them?”
Key Differences
- Specificity: Stalls are often vague and lack specific details, while real objections are detailed and pinpoint specific issues.
- Intent: Stalls indicate a lack of readiness to decide, often due to needing more time or information. Real objections signify a genuine concern that must be resolved.
- Resolution Approach: Stalls may require probing questions to uncover underlying reasons and offer additional information or reassurance. Real objections need specific solutions, evidence, and reassurances to address the prospect’s concerns directly.
| Stall Objection | Seller’s Question | Potential True Objection |
| “I want to think about it.” | “Certainly, I understand the need for careful consideration. Can you share what specific aspects you would like to reflect on before making a decision?” | Thinks or knows your price is too high. |
| “We’ve spent our budget.” | “I appreciate your transparency about budget constraints. Can you help me understand how the budget was allocated and if there’s flexibility for this opportunity?” | Has the money but is too cheap to spend it. |
| “I have to talk it over with my partner…” | “I completely understand the importance of consensus. What specific aspects would you and your partner like to discuss further, and how can I assist in addressing any concerns?” | Can’t decide on their own. |
| “I need to sleep on it.” | “Taking the time to reflect is important. What aspects of our discussion would you like to consider further during this time, and are there any specific concerns on your mind?” | Can’t decide on their own. |
| “I never purchase on impulse – I always give it time to sink in…” | “I appreciate your thoughtful approach. What specific information or details would you like to further consider, and how can I assist in providing the necessary insights?” | Thinks or knows they can get a better deal elsewhere. |
| “I am not ready to buy yet.” | “I respect your timeline. What factors or milestones are you waiting for before making a decision, and how can we address any concerns in the meantime?” | Thinks or knows they can get a better deal elsewhere. |
| “Get back to me in 90 days…we’ll be ready by then.” | “I understand the timeline is crucial. What developments or factors are you anticipating in the next 90 days, and how can we prepare for a smooth decision process?” | Has something else in mind but won’t tell you. |
| “Quality is not important to me.” | “I appreciate your honesty. Can you share more about the specific aspects of quality that may not align with your needs, and are there alternative criteria that hold more significance?” | Doesn’t like, trust, or have confidence in your product. |
| “Business is slow right now.” | “I understand the challenges of a slow period. What specific concerns or priorities related to your business’s current pace are impacting your decision-making process?” | Too busy with other more important things at this time. |
| “Our ad agency handles that.” | “I appreciate the partnership you have with your ad agency. Can you help me understand the aspects they currently handle and if there are specific areas where we could complement their efforts?” | Doesn’t need or thinks they don’t need your product/service. |
| “We already have a good source.” | “Maintaining a good source is important. Can you elaborate on the aspects that make your current source effective, and are there any specific areas where you see potential improvements?” | Has a friend, a connection, or a satisfactory relationship in the business. Does not want to change vendors. |
| “We need 2 other bids.” | “I understand the importance of a thorough evaluation. Can you share the specific criteria or expectations you have for the bids, and how can we ensure our proposal aligns with your needs?” | Wants to shop around. |
| “Your price is too high.” | “I appreciate your straightforwardness. What specific elements of the pricing concern you, and are there particular aspects you expected to be different?” | Thinks or knows your price is too high. |
