From JustSell.com:
the objections
1. lack of perceived value in the product or service
2. lack of perceived urgency in purchasing the offering
3.perception of an inferiority to a competitive or in-house offering
4. internal political issue between parties/ departments
5. lack of funds to purchase the offering
6. personal issue with the decision maker(s)
7. initiative with an external party
8. “it’s safer to do nothing” perception
Of these, I believe salespeople fall down most often with the last one. If your salespeople are not qualifying a prospect properly, the prospect will most often allow the deal to stagnate. They perceive no loss in waiting. If that is true, then their best move is to wait. If it is not true, your salespeople need to be able to articulate the costs (i.e. dangers, risks, pains) of inaction.