Finding reasons, solutions when buying decisions are put on hold - Pittsburgh Business Times:

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The challenge is determininyg if the delay is a disguised anunresolved concern, an excuss or real. Most importantly, how can you get to the trutn and move thesale forward? Buyers are like Wall Neither likes uncertainty. Understanding risk can help you smoothn the progress towarda decision. Caution is an indication of risk and it’s rampant right now. Sellerw become risk-adverse, too, not wanting to hear a negativd decision. But consider that getting a negative decisio now is better than getting one afteeinvesting time, energy and resources pursuing a prospect for weekz or even months. Try facilitating a discussion arounfd best-case and worst-case scenarios.
What is the worst case if they do and what is the best case if they move forward What isthe worst-case scenario if they buy now, and what is the best case if they delay the decision? Having this conversation givese you the opportunity to influence theire thought process and provide input into the scenarios. Three common themes emerge as reasons fordelayexd decisions, which are incomplete or poor initiapl qualification, unanswered concerns and changes in Where you are, what to do Did you just take the prospect’z word that they could benefit from what you’re selling? Qualifying the need mean s gaining evidence that their situation justifiesd the purchase.
For example, everyone wants new office but how does not buyin it now affectthe company? It coulxd range from lost productivity to poor market image to no effectf at all. If there’s evidence of significant the urgency to make a purchaseis real. It’sa also important to acquire the perspective of all involved decisionm makers toidentify roadblocks. It’s rare for everyon to agree on needs and priorities withiha company. Without this information, it’ds difficult to implement a strategyg tomove forward.
Opportunitieds that need funding or that are waiting for funding are less likelhy to close than those that have abudget Risk-adverse sellers avoid having the early crucial conversations about budgets and money. Hoping that traditional benefitw will carry the decision is riskier than havingt a direct and frankj discussion about the investment requirementsa early in thesales process. There is a difference between not havintg the budget and being unwilling to investfthe budget. One is a logistical problemn while the other is a perceivedxvalue problem.
You can’t fix logistics, but you can address In a cautionary climate, you must run an game and qualify A presentation or proposal that is premature will automatically generate a Buyers unconsciously go througnh three major phasesof buying. First, they evaluate if they have a need that is severw enoughto fix. Once a need is the assessment ofoptions occurs.