Sales Skills - Dealing with Stalls & Objections: Case History

Here is a great success story! It truly is "Action Selling in Action".

Equity Residential is the largest apartment leasing company in the United States. In a tough economic climate, Equity decided to invest in developing the Selling Skills of its leasing consultants. Needless to say, these consultants often hear stalls such as, “Let me think about it and get back to you.”

Equity has a Service Promise Guarantee that minimizes the risk for customers who choose to rent. “But prior to the Action Selling Sales Training Program, we presented our Service Promise Guarantee as just another feature,” said Jonakan O’Steen, director of education and leadership development. With their eyes opened to a new way of looking at stalls, Equity’s consultants quickly identified the guarantee as their Universal Stall Breaker. They have new Selling Skills and that is now how they use it.

“It’s easy to get stalled when working with rentals,” O’Steen said. Or, rather, it used to be.

Identify a Universal Stall Breaker for your company, contact
The Sales Board at 1-800-232-3485.
Learn more about Action Selling Certification.