What is a stalled sales opportunity? I think everyone knows the answer — all of those potential sales that are hung up for some reason or another. Often we know the reason — this exercise is for when you DON´T know why things haven´t come to closure one way or the other. Remember, a NO is as good as a YES — either way you are freed up to move forward.
1. Review everything you know about the opportunity. When did you originally expect it to come to closure, and why? What has changed? Who, in addition to your main contact is involved in the decision? What else do you know about the prospect company and this opportunity?
2. Ask a trusted peer or even an alliance partner of yours outside of your organization to brainstorm with you on this. Often you can think of a missing link or absent piece of information when reviewing it objectively with an outside party.
3. Find out what else is going on within this organization. Ultimately, either something has changed so that there is not the urgency you once felt, or your value proposition is not compelling enough for a call to action.
Any other ideas? Send them via email, and I´ll aggregate them. Best idea or suggestion on moving a stalled sales opportunity will garner you a copy of my soon-to-be-released book, "Selling in Threes" — so don´t delay.