Why Deals Stall – Our Research Goes Global
One of the most popular B2B Sales Training Blogs from the US has just posted an interview with The ASG Group’s John O Gorman and Ray Collis on the subject of stalled deals.
The interviewer Dave Stein of ES Research Group asked Ray and John the following searching questions:
1. Why are deals getting stalled?
2. Are sellers helpless to re-ignite stalled deals?
3. How can sellers find new ways to shape the buyer’s decision?
4. How can sellers write proposals that get deals approved?
You can find the answers by clicking here:
Here is the conclusion drawn from the interview:
‘The seller is not helpless in the face of a stalled deal. The deal can be re-ignited by helping the buyer to build a compelling business case for the purchase. If he or she is to succeed the seller will also need to help the buyer to navigate the requirements of the organization’s buying process and build stakeholder support.’
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