From Stalled Deals to Closed Wins

Most salespeople lose deals because they don't lead.

Waiting for the buyer to guide the process is a big mistake.

And it's killing deals.

Here's what happens when we don't lead:

- Deals stall.

- Buyers get confused.

- Trust diminishes.

- Decision-making slows.

- Competitors swoop in.

- Momentum is lost.

- Buyers feel abandoned.

- Frustration builds up.

- Communication breaks down.

- Confidence in our expertise drops.

- The buyer feels overwhelmed.

- We seem less competent.

- The buyer loses interest.

- The process becomes chaotic.

- Opportunities slip away.

Buyers want leadership in sales.

The more we lead, 

the more deals we'll close.

Think about it. We've done this deal dozens of times. The buyer? This is their first time. But somehow, we act like they know the roadmap.

Last week, I caught myself saying the most dangerous phrase in sales: "So... what do you think we should do next?"

The buyer doesn't want to lead. They want YOU to lead. They're buying your expertise, not just your product.

Pro tip? Always have a point of view about the next step. Even if it's not perfect. Show them you know the terrain.

Here are some possible next steps to suggest:

1. Schedule a technical deep dive with their team

2. Set up a meeting with the decision-makers to present ROI

3. Arrange a product demo for end-users

4. Propose a small pilot project to demonstrate value

5. Offer to draft a preliminary implementation plan

6. Suggest a call with a similar customer as a reference

7. Schedule a pricing discussion with key stakeholders

8. Propose a workshop to map out their specific use case

9. Offer to conduct a needs assessment with their team

10. Suggest a timeline review to align on project milestones

Your job isn't just to sell. It's to guide.

Leadership in sales isn't about having all the answers. It's about having the confidence to suggest a path forward.