It’s that time of the year: “Call me back after the holidays.”

By Jeffrey Gitomer “Call me after the holidays” is the second most-heard objection in sales. (First being, “Your price is too high.” Third being, “I have to think about it.”). It comes up year after year and salespeople get frustrated year after year, unnecessarily. Here’s how to think about it and here’s what to do about it: Humbug. Salespeople hate holidays. It’s an excuse for decision makers to put buying decisions on hold. But the worst of them are the Christmas to New Year, “Call me back after the holidays,” and “Call me after the first of the year.” Two of the most hated phrases in sales. (They still rank behind “We’ve decided to buy from someone else.”) “Call me after the holidays” is not an objection. It’s worse. It’s a stall. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection before you can proceed.

Here are 11.5 clever lines and winning tactics to use that will help overcome the stall:

  1. Close on the stall line. “What day after the first of the year would you want to take (would be most convenient to take) delivery?”
  2. Firm it up, whenever it is. Ask, “When after the first of the year? Can I buy you the first breakfast of the new year?” Make a firm appointment.

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