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1). The Sales Training Series: Dealing With Sales Objections and Stalls Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating. 2). The Sales Training Series: How To Sell Solutions Salespeople are commonly told to sell solutions and value rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities. 3). The Sales Training Series: Sell By Agreeing On At Least 3 Needs Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attempt to uncover another need and then give more product talk, etc. 4). The Sales Training Series: Selling With TFBRs You have asked great questions and uncovered important customer needs that your offerings can address. Know what you’re going to do now? If you’re like most salespeople, you’re going to lose all of the momentum you’ve built and maybe the sale, by launching a boring, standardized product feature presentation. People don’t buy product features. They buy solutions to their own needs.