You’re working a deal that felt solid two weeks ago.
Now the buyer is quiet.
There isn’t a clear next step.
The timeline slipped past your forecasted close date.
Most reps respond the same way: with MORE
They follow up more.
Another email. Another “checking in” voicemail.
That’s where deals stall.
The issue usually isn’t your effort. It’s that the approach hasn’t changed.
One adjustment to make immediately! Before your next follow-up, pause and ask yourself:
What is missing in this deal that would allow it to move?
Not what you should do next.
What’s missing:
- Clarity?
- Commitment?
- A real next step?
- Urgency?
- Understanding priority?
Let that answer shape your outreach.
More of the same activity won’t move a stalled deal.
A different approach might.