Uncertainty is everywhere. Buyers stall, deals pause, and sellers feel the pressure to keep numbers moving in a market that’s anything but predictable.
“It’s important we talk sales right now because, boy, things are challenging out there, aren’t they?” — Meridith Elliott Powell
In this Sales Logic episode, Mark Hunter and Meridith Elliott Powell unpack the art of moving deals forward when buyers freeze. The old approach of pushing harder doesn’t work. Instead, sellers need new strategies rooted in empathy, insight, and pipeline resilience.
Push Less, Understand More
The first lesson? Stop pushing. Buyers today are overloaded with decisions and uncertainty. When deals stall, sellers must shift perspective and resist the urge to double down.
“The worst thing you can do when buyers freeze is to push. You’ve got to realize that you’re not controlling the buying cycle and get your mind off of you and focus on the buyer.” — Meridith Elliott Powell
Sales used to be about forging ahead, but now it’s about joining the customer’s journey and understanding what’s behind the stall.
Don’t Assume—Listen
Assumptions kill deals. If buyers aren’t moving, ask why. Value isn’t clear enough, risk feels too high, or too many decision-makers complicate the process. Sellers need to dig deeper, learn about their customer’s customers, and understand the industry landscape.
“So many salespeople fall down. They make assumptions as to why the customer is going to buy now. Wrong. You don’t know what the customer is thinking. You don’t know what the customer is going to do.” — Mark Hunter
When in doubt, step back and seek insight. Sometimes, the deal’s inertia has nothing to do with you.
Keep Adding Value—Keep Showing Up
Deals freeze for reasons beyond your control, but that doesn’t mean you disappear. Acknowledge the stall, empathize with their process, and keep finding ways to add value.
“If it stalls, just continue to add value… Let them know you understand they’ve got a lot on their plate, and you’re okay with that. Let them know you’re going to continue to stay in touch with ways that will help them get closer to their goal.” — Meridith Elliott Powell
Research industry trends, share insights, and use AI tools to understand their unique challenges. Value-driven follow up keeps your presence alive and relevant.
Supercharge Your Pipeline
Pipeline is everything. Slow decision-making is easier to handle when you have a robust pipeline filled with fresh prospects and new opportunities.
“One of the most important things you can do when decision making stalls is to double your pipeline. The more you have moving through the pipeline, the more comfortable you’re going to be with the slow decision making process.” — Meridith Elliott Powell
If your pipeline is thin, fear and desperation creep in. Combat this by prospecting daily, revisiting old leads, and considering complementary industries. Momentum breeds opportunity.
Flexible Offers, Smaller Steps
Variety wins. When buyers hesitate, consider offering different options at varied price points, or smaller starter packages. This reduces the perceived risk and makes new customers more comfortable taking the first step.
Guard your pricing. Too many options confuse buyers, and dropping price without removing value undercuts your credibility and poisons the well for future deals.
Move the Decision Forward
Complex deals often involve multiple stakeholders. Instead of waiting for consensus, break the process down with smaller conversations, target key influencers, and keep adding tailored insight.
As Mark Hunter shared, “Begin having smaller conversations with fewer groups of people. It’s amazing how you can do this in all in the context of adding value… You’re now learning what are the challenges, what are the problems that the customers have.”
Price Objections, ROI, and Credibility
Price objections signal buyers don’t see enough return. Use testimonials, case studies, and clear language to show value—even if ROI is intangible. Keep your value proposition ready, and never drop price without adjusting the package.
Your reputation arrives before you do. Build credibility online, through testimonials, and industry visibility.
Stay Motivated When Everything Shifts
The episode closes with a powerful lightning round—ten ways to stay motivated and focused during disruption.
Lightning Round: Top 10 Ways to Stay Motivated During Disruption
- Take action in the first hour of your morning
- Maintain a strict daily schedule
- Keep your goals visible
- Reach out to successful customers for motivation
- Break big goals into smaller actions and celebrate wins
- Look for a success in every call or conversation
- Surround yourself with positive, competitive peers
- Bring a strong, positive attitude to every conversation
- Exercise, eat well, and prioritize sleep
- Listen to Sales Logic and feed yourself with the right content
Selling when buyers freeze means adapting, staying resilient, and always looking for new ways to add value and build trust. Uncertainty can become your competitive advantage—if you’re willing to shift your mindset, supercharge your pipeline, and listen deeper than ever.
Question: Igor from Melbourne asks, “love sales logic—listen every week. I have been in sales—manufacturing—for twenty years. I have seen tough sales cycles, but never with this much pressure to perform. I am down one-quarter from last year and I just don’t feel like I can push my prospects and customers any harder? Any ideas? I need to hit my sales goal.”
Book: THRIVE: Turn Uncertainty To Competitive Advantage by Meridith Elliott Powell