Comments on: The Many Reasons that Deals Get “Stuck”

By: Joan

Joan — Wed, 15 Dec 2010 06:19:55 +0000

Very useful article.

Tom, could you please expand on ‘re-framing a problem’ to unstick a deal. What if there is no problem as such and it’s a basic sales deal that got stuck?

The situation is like what you’ve mentioned in the your table of ‘Decision spectrum, impressions and behaviour’ under ‘False positives, missed signals and ‘hope’ acting like ‘commitment’’, the talks were going at full speed and we were signed on and asked for rates and the range of services we would provide, prime decision makers were involved in the conversation and then it all came to an abrupt halt…like as if I flew bang into the middle of a mountain!

Could you please throw some light on how a situation like this could be tackled?

By: John Gans

John Gans — Mon, 10 Aug 2009 19:29:01 +0000

Excellent article and oh so true. Thanks

By: Tom Searcy

Tom Searcy — Tue, 28 Jul 2009 12:16:37 +0000

ESims,
Let me know your thoughts on the next blog post on the “Us” problems that cause deals to stall out. Look forward to your comments!
Tom

By: ESims

ESims — Mon, 27 Jul 2009 15:15:30 +0000

Thanks for taking time to further explain this to me and other readers.
This is by far one of your best topics. I find I have no issues bringing people to the table but find it much harder to get the pen to the paper. Not to say I am not a closer but I feel this process could be more clear and precise. I guess this is a no BS beat around the bush approach where you are letting to perspective client know the exact steps you are going to take in order to close the deal but still allowing them a way out so they don’t feel cornered.
Will take some time to wrap my small sales head around this concept.

Thanks again!

By: Tom Searcy

Tom Searcy — Sun, 26 Jul 2009 01:26:13 +0000

Thanks for the question on steps-

Part of the way to create a sense of urgency and get yourself inside of that 90 day bubble is to create “Must-take now steps” that get traction and engagement now to realize the result. Otherwise, there are lots of reasons, justifiable or not-so-much-so, to push off the decision to another day.

Earlier steps and more steps are about creating a map for the buyer that shows the steps that are taken now get us to a clear result. Also, by breaking down the overall process into smaller steps with greater number and frequency, you are decreasing the risk perception of the buyers of making a very big decision. This makes the decision a series of steps that are smaller and allow a sense that if something that is unforeseeable today occurs, there is still an ability to redirect or exit from the course of action.

i hope that this is helpful. Let me know!

Thanks-

By: ESims

ESims — Fri, 24 Jul 2009 21:58:07 +0000

Was hoping you could provide more clarity on what you mean when you say:

Change the timeline.

* Must-take now steps?
* Earlier steps?
* More steps?

By: ESims

ESims — Fri, 24 Jul 2009 21:51:30 +0000

Pure Gold!

By: Dan Kemper

Dan Kemper — Fri, 24 Jul 2009 21:15:19 +0000

Tom,

Have you been eavesdropping on our typical prospect meetings again? Great summation!

Dan