SalesDog Quick Tip

"We have all experienced situations when a prospect seems reluctant to move forward with a buying decision," says sales trainer Kelley Robertson. "Everything seems to go well during your conversations and they were responsive to your solution. However, now, things have stalled. They aren't saying no but they have not agreed to move ahead either."

Here's a tip from Robertson that can help you find out what is behind the delay:

Say to them, "I sense some hesitation." Then wait for them to respond. It may take a few moments as they collect their thoughts and figure out the best reply. However, this approach is a great way to find out what the other person is thinking. Here is why it works:

1. It is non-threatening. You are not demanding an answer or challenging their decision. You are simply making a statement that indicates an awareness of the other person's behavior.

2. It is not a rebuttal. Too often salespeople continue to rebut objections, which can cause people to become defensive.

3. It is phrased as a statement. Statements like this can be easier for people to answer because they are non-confrontational.

"These four words are a great way to uncover a customer's true objection and reason for not moving ahead with their purchase or buying decision," says Robertson.

Try it out, and let us know how it works for you!

As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. He specializes in helping businesses increase their sales, develop better negotiating skills, coach and motivate their employees, create powerful work teams and deliver outstanding customer service. Learn more at www.robertsontraininggroup.com