The power of silence when handling objections, concerns and stalls
By Bruce King | 18 December 2022
Objections, concerns and stalls are to be expected when you are selling, and there's a big difference between all three. But how do you know which one of the three is correct?
Objections, concerns and stalls are to be expected when you are selling, and there's a big difference between all three.
But how do you know which one of the three is true? For example, your prospect says, 'You're way too expensive!' That could be an objection - they genuinely think your price is way too high. Or it could be a concern. They may be wondering if they are going to get great value from making a purchase or if is just not good value for the money. Or it could be a stall. They want to think about it - but of course they rarely if ever do.
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It could even be a negotiating tactic. They hope you are going to immediately drop your price. Your problem is that you don't know which if indeed any of those is correct. “You're way too expensive” says the prospect. One excellent way to handle this is by saying NOTHING! Most prospects won't be able to handle the silence and will normally feel the need to say something, and they will usually give you the reasons why they feel that way. You then have the information you need to make a better informed response. But maybe you can't handle the silence either and feel compelled to speak. If that's the case, you could respond with 'What do you mean by that?' or 'Why do you say that?' Again, you'll get the reasons, so you are able to make an informed response. Try that next time!
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