5 Reasons Why Your Prospects Are Stalling You

5 Reasons Why Your Prospects Are Stalling You5 Reasons Why Your Prospects Are Stalling YouProspects are often in less of a hurry to buy than you are to sell. After all, youve got a hard deadline by which to achieve your sales quota your prospects probably have a lot mora leeway about when and how they buy. But some prospects will go beyond the normal relaxed pace of buying and keep on stalling you with one reason after another. Theyll delay and delay and delay until finally, youre not really surprised to find out that the sale has gone to someone else. So does that mean you should write off any prospect who keeps delaying you? Definitely not. Its true that if you just sit back and let nature take its course, a stalling prospect is a lost prospect. However, if you can pin down the real reason why your prospect is stalling, you may still be able to save the sale. Here are a few of the fruchtwein common reasons why prospects will stall a purchase. They Cant Afford to Buy From You A pros pect who doesnt have the money to buy what youre selling is unlikely to tell you so. Face it, its embarrassing to admit to a near stranger that you just cant afford his products. Instead, someone with this problem is likely to throw up a smokescreen of objections and eventually fall back on stalling until you go away.They Dont Trust Salespeople in General Prospects have different levels of comfort with salespeople as a group. Some prospects whove been badly burned in the past take a whole lot more rapport building before they feel comfortable enough with you to buy. They Dont Trust You Specifically Maybe a prospect Googled you and found some negative comments or a friend of a friend bought from you in the past and had some nasty things to say, or maybe you and he just didnt click. Or maybe you didnt put in enough effort in building rapport with him. For whatever reason, a prospect who does not trust you is not likely to buy from you.Theyre Afraid to Take a Chance Change is a scary t hing, and the bigger the change, the scarier it is. If youre selling a product that costs thousands of dollars (or even more if youre selling B2B), your prospects will be a lot more nervous about committing then if you sell a product that costs ten cents. Still, some prospects will need a lot more comforting before theyre ready to buy, even for small purchases. They Dont Think Your Product Is Worth the Cost Value is always relative a benefit that one prospect finds extremely compelling might be no big deal to another prospect. If you havent landed on the right benefits to offer your prospect, he might think that he can easily find the same product for less somewhere else. You might notice that all of the above reasons have something in common. They are all related, to one degree or another, with a lack of trust in you. A prospect who trusts you will be willing to admit that he cant afford your product will feel safer about spending a lot of money on what you have to offer and will b e more open about how they feel about the products value to them. At its most basic, a prospect who is stalling you is really a rapport problem. The solution is to find a way to make a connection and build trust with that prospect. Once youve done so, he should be willing to at least tell you what the real problem is and then you may be able to work with him to fix it.