Stall concerns

Stall Concerns

The prospect is nervous or scared to actually pull the trigger and commit. 95% of the population is scared to make decisions by themselves. Think about this. You and your friends are hanging out and start talking about going skydiving together. When all of y’all are together, each of you gets excited and wants to go skydiving, but as soon as everyone is alone in their car driving back home, they start to get scared about actually jumping out of a plane. Once you and your friends actually get into the plane and the instructor asks who wants to jump first, what do you think happens? No one wants to jump first because everyone is scared.

Stalls are usually a hidden concern about price, time, or product. Reps often misjudge smokescreens as stalls. It’s only a stall if the exact same smokescreen is repeated twice.

Stalls are solved via story telling to show the prospect that they’re not alone and they’re not the first to jump.

“I need to think about it.” / Do u have a card?

“Sure, I definitely want this to make sense for you. At the end of the day, it’s just bug spray. I’m not asking you to take out a second mortgage or anything crazy haha… I’m really proud of what I do, and I know you’ll love the service once you see the results. I'll tell you what, I want to make this an absolute no-brainer for you. If I knock another 50 dollars off the initial treatment and get it done for just 99 bucks, would you be willing to give me a shot?”

“I don’t make decisions the first time on the doorstep” or “I don’t make spot decisions.”

“Sure, I definitely want this to make sense for you. I know you weren’t planning on the bug guy stopping by today haha… At the end of the day, it’s just bug spray. I’m not asking you to take out a second mortgage or anything crazy haha… I’m really proud of what I do, and I know you’ll love the service once you see the results. I'll tell you what, I want to make this an absolute no-brainer for you. If I knock another 46 dollars off the initial treatment and get it done for just 103 bucks, would you be willing to give me a shot?”

“I need to talk to my spouse.”

“Perfect, I can wait while you go and grab them real quick.”

Whenever you say this, look down at your iPad and start typing or looking at the leaderboard. Don’t look at them and wait for affirmation. It might be awkward for a second, but you have to assume they’ll go and get them. It’s important not to ask if they can get them because they’ll just respond with some excuse as to why they can’t. Make sure to restart your entire pitch whenever the spouse comes out to talk with you. Never assume they’re that the other spouse is sold yet.

If the prospect says “no” and they’re wanting to talk with their wife, then say “Okay, I definitely don’t want you sleeping on the couch over bug spray haha… I’ve never met a woman that didn’t want to get rid of the bugs haha… If you can save me time of coming back, I’ll make this an absolute no-brainer for you and knock another 46 dollars off the initial treatment and get it done for just 103 bucks. If I were to do it that cheap, then would you be willing to give me a shot?”

If the prospect says “no” and they’re wanting to talk with their husband, then say “Okay, no problem, I’m sure y’all have talked about getting rid of the bugs in the past. In the end, I’m sure y’all want the bugs gone like everyone else, and luckily, it doesn’t cost as much as a trip to Costco, the salon, or your phone bill. I imagine the only thing your husband cares about is whether or not it’s a good deal. Tell you what, you can tell him you beat me up and got a deal. I’ll just make this an absolute no-brainer for you and knock another 46 dollars off the initial treatment and get it done for just 103 bucks. If I were to do it that cheap, would you be willing to give me a shot?”

“I need to do some research.”

“Great, that shows me you're a smart consumer. Here you can see our google page. We have 4.7 stars out of 5. In the service industry, you know as well as I do that people like to complain about problems, but rarely leave good reviews. You like Costco, right? The Costco here has 4.2 out of 5 stars and it’s Costco! Who doesn’t love Costco? Yes, I have bad reviews, but in the end, our average review rating is what matters most.”

You can also respond exactly how you would if they said “I don’t make spot decisions.”

“Sure, at the end of the day, if it works, nobody looks up products haha... You’d have to call the supply companies. Killing bugs is not overly complicated, and I’m easy, the commitment is really low. I just ask you try us out for 18 years… Haha I’m just joking. We only ask you give us a shot for 18 months, so that we have time to sink our teeth in and actually get rid of the problem. The best part is that we offer a 48 hour guarantee, which means if you ever see anything in between treatments, just give me a call and we’ll come back out to take care of it completely for free within 48 hours. I’m really proud of what I do, and I know you’ll love the service once you see the results. I'll tell you what, I want to make this an absolute no-brainer for you. If I knock another 50 dollars off the initial treatment and get it done for just 99 bucks, would you be willing to give me a shot?”