Why Your Deals Are Stalling and How to Fix It (Ask Jeb)

Sean sells a family engagement survey tool to public schools and charter systems, and prospecting is not his problem. His deals are moving through the early stages just fine. But somewhere around stage three, things slow down, conversations keep happening, and the deal stops going anywhere. In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount breaks down exactly why this happens and what Sean needs to do differently to get deals moving again.

The answer starts with understanding who you are selling to. Education is one of the most risk-averse buying environments in any industry. The people you reach through prospecting are typically consensus builders, a personality type that asks a lot of questions, gathers information, and then stalls before making any decision. They will keep talking to you, keep asking to see more, but they will not move forward on their own or step out and advocate for you unless the conditions are exactly right.

In this episode:

• The biggest mistake salespeople make when selling to risk-averse buyers and why confidence in your product works against you
• Why consensus builders are the most common buyer type in education sales and how to recognize the pattern before it costs you the deal
• How to get all the stakeholders in the room early instead of chasing decisions through a single contact who has no authority
• How to use micro stories and social proof to reduce fear and build confidence in the buying process
• The upfront agreement strategy one education-focused sales team uses to qualify deals fast and stop wasting time on prospects who will never commit

If you are selling into education, or any buyer where decisions move slowly, this episode gives you a concrete framework for getting deals unstuck and closing with less frustration.

Submit your question: salesgravy.com/ask

Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

Download our FREE Prospecting Call Tracking Sheet

Follow Jeb Blount on LinkedIn

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com
* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply.


Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy