Last updated: 8/2008

over 80% of buyers are better at closing a sale than the salespeople themselves?"
Have you ever left a sales presentation with a feeling that you've just bought? You've bought the "stall", the excuse or the "think it over". In other words, the buyer has done a great job in selling to you!
You may have invested considerable time and effort on the call; you've provided the solution to the buyer's problems; you've given a great product presentation and you've offered the keenest price. The prospect has listened intently and shown interest throughout. But, when you tried to close the sale, he popped out some lame excuse and sold you the stall!
Unpaid consultancy at it's highest level!
You know it's a stall - you've heard it hundreds of times before from other prospects - and yet you just could not find a way around it to close the sale. It may be "I'll get back to you" or "I'll think it over for a few days". However justifiable the words - it's a still a stall.

"There are two sellers on every call - either they'll buy your product or you'll buy their excuses!"

Are you a "professional stall buyer?"
Are you subconsciously a "professional stall buyer" - so used to hearing stalls that they're no longer a surprise? When the buyer say's "I'll think it over" do you feel that you have to accept it? If you do, you are not alone! Sellers become conditioned by astute buyers into accepting their stalling tactics, and they believe (quite mistakenly) that there is no way around this situation.
Most sellers tend to do one of two things after they leave a call that hasn't been closed. They will either justify the no-sale as "not in the market" or "couldn't afford" or anything else that sound