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Sales Tip - Avoiding the Stall

While salespeople like to blame the buyer for stalls, they are usually the result of an incomplete sales job. A stall means you haven't hit the right emotional hot button, and it's your job to find it.

Translate a stall as a request for more information rather than something negative. A stall is nothing more than a hiccup in the relationship if you handle it right and don't overreact.

Source: Adapted from Contagious Selling, by David Rich