While in Europe, I became fascinated with the pub lifestyle that is integral to the English culture.  The number of “Public Houses” per capita is staggering, and each is christened with an intriguing moniker such as The Eagle, The Mitre, The Flying Pig, The Coach and Horses, The Lion and Rose, The Rat and Parrot, The Snail and Lettuce, … (I could go on for days).  I am convinced there should be a pub especially for those of us in the sales profession called The Stall and Objection.

Yes, The Stall and Objection would be more popular than Cheers, offering a warm, leather-wrapped swaddle.   This refuge from the harsh realities of selling would have drinks garnished with VERY-low-hanging-fruit, and the sales ales would be legendary with names like The One That Got Away and Bitter Dog and Pony Brew. It would be a place where blurry lighting, brim-filled pints and sympathetic conversations would ease the frustrations caused by these evil quota-spoilers.

Capable of tempting even the strong and seasoned to go fetal, reach for a Snuggie, and proclaim all prospects villains, it’s no wonder that stalls and objections are consistent topics of sales meetings and sales books.  So, here’s my question:  Why do these well-know enemies of sales forecasts and profit margins continue to surprise us? Typically, it’s because we missed something during the sales conversation.  Either:

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