Three Steps to Move a Stalled Deal Forward

Other than a complete withdrawal from the negotiations, there is nothing more frustrating to a salesperson near the close of a deal than “we have not made a decision yet.”

We find that the main reason for a customer’s lack of decision is insecurity… worry that the deal is not providing the right value or that the purchase has too much individual or organizational risk.

Follow these solution selling training best practice guidelines to ferret out the reason for the insecurity and then eliminate it:

1. Identify and articulate: Check that you understand clearly what the customer needs, articulate how your solution will provide what’s missing, and discuss how to mitigate any personal or organizational risks.
2. Link: Collect and use data (from independent research, case studies, and testimonials) to substantiate the value of your solution.
3. Support and Navigate: Help your buyer with internal selling of your solution. Know who the key decision makers and stakeholders are and shore up your case with them.

Sweeten the deal with a pilot approach or a guarantee if possible and if needed.  Get to a “yes” decision by first dealing effectively with the “no decision.”