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Questions That Sell by Paul Cherry

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The Motives for Stalling

Why do customers bring up objections to your proposals and use stalling tactics? Customers, just like salespeople, have hopes and fears for their jobs and their lives. As I discussed in the previous chapters, customer motivation comes from various sources, which include internal customers, external customers, career goals, performance pressures, and competition. All of these factors operate within a customer’s mind as he is deciding whether or not to do business with you. Here are some of the main customer motives for stalling or raising objections:

  • “What if it doesn’t work?” Almost 100 percent of the customers you will deal with worry about their reputations and their jobs. If they approve of a sale and then the product ...

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