#717 - Overcoming the Stall - 9/18/2026

You've made a great connection with your prospect, helped them identify their need and motivation, and guided them to a solution that makes sense for them only to run into hesitation. Today we get to unpack what your prospect's stall or objections are telling you and how to respond in a way that makes it easy for them to buy TODAY. ### Handling Sales Objections Positively Erik discussed how a pause or objection from a prospect during a sales process should be viewed as a positive sign indicating the customer has moved into the reasoning stage of the buying cycle. He emphasized that salespeople should resist the urge to immediately go into sales mode and instead allow the prospect time to think and consider the information presented. Bill agreed with this approach, referencing a previous episode with Erik Thurwanger about The Ponder Principle and emphasizing the importance of letting prospects think without filling silence with unnecessary talk. ### Customer Pause Sales Strategies Erik and Bill discussed strategies for handling customer pauses during the sales process, focusing on the four-step buying cycle and how to address customer hesitation in the reasoning stage. They explored techniques for uncovering objections, including asking questions about concerns and presenting customers with two clear options: either the solution hasn't been fully developed or the price point isn't where the customer hoped it would be. Bill emphasized the importance of not automatically dropping prices and suggested that salespeople should better address the "why, now, and why you" questions that customers naturally ask.  **Golden Nugget:** *"If you want to go fast go alone, if you want to go far go together."* **African Proverb** **Resources:** Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Bill Hellkamp email: [Bill.Hellkamp@reachdev.com](mailto:Bill.Hellkamp@reachdev.com) Erik Haugen LinkedIn: linkedin.com/in/erikrhaugen Erik Haugen Contact: [erik@propcoachingandconsulting.com](mailto:erik@propcoachingandconsulting.com) PROP Coaching and Consulting website: www.propcoachingandconsulting.com