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By Stephan Schiffman
The Stall's variations include:
"Gee, y'know, I'd love to talk with you about this, but things are really going crazy around here just now. Could you call back sometime?"
"I have to have some time to think it over."
"Listen, I've just been told that I've got an important long-distance call on another line. Why don't you just give your number to my secretary?"
The Hard One
The second most common objection is The Hard One. This is when the prospect has more information than you do, and uses that information to put a roadblock in your way. This objection is the one that will require the most work on your part; to beat it, you need to know
your stuff.
Some examples:
"I already have a broker. I'm doing just fine with him."
"We had a meeting with the COo and decided not to continue in that area."
"Well, I would be the one to handle that, yes, but I'm holding all decisions on it until I work out a written policy."
The Easy One
The Easy One occurs when the prospect makes a conscious choice to cut the conversation off quickly, but reveals a need for your product or service. If you get stopped by The Easy One regularly--in other words, if you hang up knowing you've uncovered a need for your product but are unable to convert that need into an appointment--you've got a problem.
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