Radio Sales Today

RAB Research and Sales Tips

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: David Rich, sales author