Ep 19 Buyer Indecision

Got a deal on your board that's been "close" for months and just won't move? In this episode I unpack buyer indecision — not as a sales process problem, but as a psychology problem wearing a process costume. I walk through a model I call the Brain Elevator: three floors a prospect's brain has to move through, in order, before they can actually make a decision. Skip a floor and no ROI case in the world will get them to sign. I break down what keeps the elevator stuck on each floor, how stakeholder profiling tells you exactly which key opens which door, and why a single sales pace applied to a whole buying committee reliably stalls half of them. I also share the real story of Jan, a BDM whose deal sat stuck for almost two years — and moved in weeks once we found the one mismatch nobody had named. If buyer indecision, longer deal cycles or a buying committee pulling in different directions sounds familiar, this one's for you.