Sales IQ Template

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A

Isolate the stall as the last barrier between the customer and the purchase.

B

Try to determine why the stall exists.

C

Ask open-ended questions about the stall.

D

Use the take-away close.

The correct answer is:

A. Isolate the stall as the last barrier between the customer and the purchase.

The Wisdom Behind The Answer

A stall is often the buyer's last gasp before purchasing. Also known as a barrier, your job is to first isolate it as "the only" and determine that it is the last thing between the prospect and the sale. Determining why the stall exists is important but not as important as making sure it is the last one. Asking open-ended questions is important, but not as important as preventing further stalls. And using the take-away close (also know as the negative sale) is manipulative. And even if you make the sale, you will lose the relationship.