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Delays and stalls frequentlyy start when a decisioj isclose internally. The fear related to the consequences and difficulty of correctingh awrong decision. The risk compels many to go with a known vendor even if itssolution isn’tt the best. Minimizing or dismissingv concerns will surely resultin failure. Reassurd by using existing customers toconveg confidence, provide testimonials and, if possible, offe r guarantees, insurance and assurancee options to build buyers’ confidence. Priorities do and what was painfuo 30 to 60 days ago may not be the most pressinvconcern now.
You can’t control outside events, but you can continud building your relationship and look for reasonsw to elevateyour solution. Asking “what if” questions can help you assesws whether the delay is real or a Prospects are reluctant to provide negativdeinformation voluntarily. The best option is to avoie investing time and energy onunlikely opportunities. In you can reduce delays withbettet qualifying, by giving presentations and proposals at the right time, and usiny questioning techniques to assesws the reality when priorities
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