Top salespeople persist with probing questions instead of accepting stalling objections
Mike Irving · My Sales Score Was Excellent But One Trait Exposed Everything · Sep 9, 2025 · at 16:55
Sales assessment expert Mike Irving explains to podcast host Sean Weisbrot how elite salespeople navigate common prospect hesitation during sales calls.
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“The most experienced and best performing salespeople know that when someone says, for example, I want to think about it, or I want to talk to so-and-so about it. The best and most experienced salespeople will not all the time because the best and most experienced salespeople trust intuition, right? But a big percentage of the time, instead of saying, okay, no problems. Come back to me. They'll actually persist with more questions.”
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