Dealing with Customer Indecision

Customer indecision is the “silent killer” of pipeline. Stuck in a state of analysis paralysis and fearful of making the wrong move, today’s buyers often find it easier and less risky to do nothing. In fact 53% of B2B deals are lost to “no decision” and rather than status quo being the enemy, it’s more often due to buyer’s lack of confidence and indecision:

Sales Competencies that your team will develop in this module:


Judging level of Indecision


Offering Expert Recommendations


Limiting & Leading the Exploration


Taking Risk off the Table

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