Your champion loves the solution. 💡
The ROI is clear. 💰
The alignment is real. 🤝
And then—radio silence. 🤐
No follow-up.
No movement.
Just a perfectly good deal… stalled. ⏳
What happened?
It wasn’t a competitor. 🏴☠️
It wasn’t budget. 💳
It wasn’t timing. ⏰
It was fear. 😨
The Real Reason Deals Stall 🚧
The biggest threat to your pipeline isn’t another vendor.
It’s the emotional risk of change. 😬
Nobody wants to be the person who brings in a new tool—and watches it flop.
The reputational risk is real. Especially in today’s climate where every spend is scrutinized 🔎.
So the deal doesn’t die.
It just… slows down. 🐢
And eventually, it fades. 🌫️
The best sellers don’t just pitch value.
They remove fear. 🛡️
How to Remove Fear 🔑
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Crawl-Walk-Run → Kill the “Big Bang” Narrative 🐾
If you’re selling “instant transformation,” you’re scaring people.
Buyers don’t want a revolution. They want controlled progress.
Reframe your pitch:
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- Phase 1: Quick win (single team, specific use case) ⚡
- Phase 2: Broader rollout 🌍
- Phase 3: Strategic integration 🏗️
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Bring Implementation In Before the Contract Is Signed 📝
Buyers hate surprises. 🎭
They don’t want to hear about the onboarding process after they sign.
Show who’s involved, how the rollout works, and what support looks like—before the paperwork is finalized.
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Make the First 90 Days a No-Brainer 📅
If your buyer can’t visualize what success looks like in the first 90 days, they’ll hesitate. 😟
You need to pre-sell onboarding as part of your sales cycle.
Include:
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- A sample onboarding timeline 🗂️
- Day 1 to Day 90 milestones 🏁
- A named support team 👥
- KPIs you’ll hit together 📊
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Don’t Push Urgency. Expose Risk. ⚖️
“Act now” doesn’t move enterprise buyers. 🚫
But risk does. ⚡
If a deal’s stuck, don’t manufacture urgency.
Make inaction feel expensive. 💸
“What’s the cost of another quarter with this broken system?”
“What’s at risk if nothing changes?”
“What’s the opportunity cost of waiting?”
Final Take 🎯
If your pipeline is full of “We’re interested, but not now” deals, it’s not because your product isn’t good.
It’s because the buyer is scared. 😨
Scared of rollout risk. ⚡
Scared of reputational damage. 🧨
Scared of betting wrong. 🎲
The best sellers don’t just create urgency.
They eliminate excuses. 🗑️
They de-risk change so thoroughly that doing nothing feels irresponsible. 🚫
Because in today’s market, winning deals isn’t about being better.
It’s about being safer to say yes to. ✅
About Sales Assembly
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