In August of 2012 we addressed stalls as defined in business terms.
Let’s follow up with a dialogue on objections.
Stalls and objections are often lumped together in the same category as both hold a negative connotation. Stalls are purposely placed whereas objections are responses to statements. Objections are both intentional and unintentional. Why does this matter? Objections open a pathway for discussion since there is usually an underlying question in disguise. It may be used as a conversation killer (e.g. no budget, company closing, etc.), but unbeknownst to your audience, they have given you a free license to professionally challenge their statement whereas with stalls you are forced to accept the limitation and break your back to work around it. Objections require your target to think on his toes which gives you each a shared responsibility and vested interest (sure, you have more of the vested interested) in finalizing the stance on an objection.
Again, why does this matter? It’s a conversation, an honest to goodness exchange of ideas born from a random phone call in a *heroic effort to save the target company money, time and resources. It’s not an email exchange nor IM chat or text. It’s that rare WIN moment when you have a human being to converse with and the chance to develop a believer in your message.
Next week, we’ll use an example of a real objection and start delving into those so called opportunities.
*Yes, telemarketers can be likened to superheroes, e.g. resolves of steel.
