What to Do When the Sale Stalls

Sometimes conversations with interested prospects sputter, stall, and eventually cause the deal to fade away. You talk and talk, but they never move forward in the sales process. What's going on? Chances are you aren't fulfilling one of the six preconditions to create a buyer.

Whenever you feel that your conversations with the prospect aren't going anywhere, carefully review each of these preconditions. Most of the time, you will find that one or more is not fully present. You may then need to schedule another meeting with your client to retrace your steps and see if the precondition can be satisfied or achieved.