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Sales Scripts that Sell, Second Edition by Ph.D. Michael Gamble, Ph.D. Teri Gamble

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The Psychology of Stalling: It’s Decision Time

When prospects come close to placing an order or making a buying decision, it’s normal for them to react somewhat fearfully, to look for reasons to postpone making the actual decision, and to try to buy time so they can either seek confirmation from others or convince themselves via self-talk that what they are considering doing is right. When these natural reactions occur, your task is to help them explore the possibilities, emphasize the benefits to them of what you’re selling so that you fuel their desire and interest, and give them the leeway they need to ponder the purchase safely. Never give potential purchasers the impression that you find their doubts or concerns silly. Instead, let them ...

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