💡 Today’s Slattery Sales tip: There’s really just one stall.
There is effectively ONE -- and only one -- stall at the root of every stall you’ll receive from prospects in the marketplace. That's it.
Here it is:
👉 “There are no consequences to me to not pursuing this conversation with you.”
If they are right, then you don’t have a prospect. Pursuing a sale requires ruthless honesty! 📈
But if they’re wrong – and there really are consequences to the prospect for not doing business with you – then you need to be prepared to counter that stall by leveraging the unique Differentiating Value you bring to that deal.
In other words, be prepared to counter that stall by leveraging the real consequences they’ll experience by not doing business with you. (Obviously, you’ll never tell them about those consequences! Telling will only bring a fight with the prospect. Don’t use declarative sentences.)
The good news is, this stall really is the one mother-of-all-stalls you’ll get in the marketplace.
💎 This means that if you can figure out how to handle it effectively, you can handle just about every single stall you every hear.
Plan for that stall. Plan to leverage those consequences with strategic questions in response to that stall.
And above all, be ruthlessly honest about whether or not this really is an opportunity you can win. Because if there really are no consequences for not doing business with you, then it’s probably not winnable, and they are not a prospect. Move on.
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