How To Get A Commitment From The Stalling Prospect

by Art Sobezak

"No! - leave it with me and I will get back to you."

There you are, you have danced with your prospect, romanced your product, and now you have just asked your prospect to buy! But your prospect won't commit to buy! Sometimes they stall you, sometimes they will smoke screen you, and sometimes they will say no and not substantiate the no! So what to do - when they stall us? This week we will look at how to get a commitment out of the stalling prospect.

Firstly, stalls fall into two categories - (a) A circumstantial issue, or (b) A person issue. A circumstantial issue is when the prospect says things likeÖ. "Leave it with me" "Up to my neck at the moment" "It's too expensive" "Too many things happening at the moment." The question is - how do you re-engage the customer without coming across as overly aggressive or dismissive? Answer: - Isolate the stall or objection as the only obstacle and, eliminate it from the situation by asking, "What if it was gone, or was not the situation - would you buy?" Isolating and eliminating creates a new situation and a possible sale. For example: - The prospect says "Now is not a good time!". Ask them - "If the timing was better do you think you would buy my product?" You're aiming to get the commitment.

Then go on to double qualify: "In other words, if it were next month, you would go ahead?" Then proceed: "Well let's look at the situation closer. You say you have no time, but you also said that you need to reduce your cost of sales? Maybe there's a way to use this opportunity to buy back some of your time with reduced costs."

Another example: The prospect says, "I don't have the money." You reply, "If you had the money, would you buy it?" The best way to handle a stall or objection is take it away and consider new options or solutions. You say: "If it wasn't for (insert the stall - price, timing of workload, other obligations) would you buy it?" People stalls are worse. Does this sound familiar? "Sounds good Gerry, but I have to talk this over with my wife, husband, boss, etc. People not being able to decide on their own - don't you hate that? Here's how to overcome it.

First, isolate the person to a decision that does not include the others. Ask the prospect, "Dave, if it was only you, what would you decide?" This gives you a chance to find out how he really feels (and whether he will support you). Second, double qualify the commitment. Ask, "Is there anything you would change or object to if it was only you?" Third, secure his support when he meets with the third party: "Dave, when you go to the others, will you support the purchase?" And fourth, if you can, find other ways to get a decision now. For example, suggest alternatives such as preparing the paperwork in advance of the overall approval. Try it out it just might make the difference. The Business is out there!

Have a great sales week.