Why Your Deals Are Stalling: Selling to Risk-Averse Buyers | Ask Jeb Blount

Sean prospects well, books meetings, and moves buyers through the early stages of his pipeline. Then, somewhere around stage three, everything stops. Conversations keep happening, buyers keep asking to see more, but deals go nowhere. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount diagnoses exactly why deals stall when dealing with risk-averse buyers and gives Sean a concrete framework for getting them moving again. If you sell into schools, districts, or any institutional environment where decisions are slow, this episode is for you. WHAT YOU'LL LEARN: Why education buyers are most often consensus builders and how that personality type kills deals Why buyers who ask the most questions are often the least likely to make a decision Why your confidence in your product works against you when selling to risk-averse buyers How to qualify the decision-making process early so you are never caught off guard mid-pipeline How to use micro stories and social proof to reduce fear and build buyer confidence before you ever ask for a commitment RESOURCES MENTIONED: FREE A.C.E.D. Buyer Style Playbook: https://salesgravy.com/resource/aced-... Fanatical Prospecting by Jeb Blount: https://amzn.to/2Y2e3rW #salestraining #salesgravy #jebblount #sellmore #salesprospecting #communicationstyles #askjeb - Jeb Blount is the founder and CEO of Sales Gravy, and the author of 17 books. He is among the world’s most respected thought leaders on sales, leadership, and customer experience. He helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design. Through his global training organization, Sales Gravy, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities and delivers training to thousands of participants in both public and private forums. — Jeb delivers keynote speeches and training programs to high-performing sales teams and leaders across the globe. To schedule Jeb to speak at your next event, call 1–844–447–3737 or visit https://www.jebblount.com. — You can find Jeb's best-selling books here: The LinkedIn Edge: https://a.co/d/0SSr2mM The AI Edge: https://a.co/d/b9AU5HB Sales EQ: https://amzn.to/2O5TmH1 Objections: https://amzn.to/2u7RnJ5 Free Resources: https://salesgravy.com/resources/ More free sales training: https://www.salesgravy.com — Follow Jeb Online: Instagram:   / salesgravy   Facebook:   / jebondemand   LinkedIn:   / jebblount   Website: https://www.salesgravy.com Twitter:   / salesgravy   Podcast: https://www.salesgravy.com/jeb-blount... Blog: https://www.JebBlount.com — 👍 Thanks for watching! Don’t forget to subscribe and level up your sales game. Sales Gravy shares new videos almost every day to help you close more deals and crush your goals. 💬 We'd love to hear from you! Drop a comment below with your thoughts.