How to Deal with Indecisive Buyers

How to Deal with Indecisive Buyers by Frank Niekamp, Managing Partner at SalesStar AEC

As we inch closer to the US Presidential election, sales professionals are increasingly finding themselves face-to-face with indecisive buyers. Economic and political uncertainty has made it difficult for buyers to commit, stalling decisions and dragging out sales cycles. But in these turbulent times, a robust sales process can serve as your best ally. At SalesStar, we coach clients to lean on our DOUBTS qualification framework—a powerful tool that can help you and your team better qualify leads, develop a “next steps” approach, and ultimately, keep your pipeline healthy and your deals moving forward.

The Impact of Indecisiveness on Sales

Indecision can wreak havoc on sales teams. A pipeline filled with stalled deals means wasted time, drained resources, and lost momentum. For sales professionals, it’s essential to address this head-on by effectively qualifying opportunities and guiding buyers toward actionable next steps. This is where our DOUBTS framework comes in.

Leveraging DOUBTS to Qualify Opportunities

In uncertain markets, precision in qualifying leads is critical. SalesStar’s DOUBTS framework helps you cover all essential aspects of qualification:

• D: Identifying Decision Makers Start by pinpointing the true decision-makers. It’s crucial to determine who has the final say and who else may influence the decision.
• O: Other Influencers Involved Beyond the primary decision-makers, other influencers can impact the sale. These could be technical experts, financial advisors, or end-users whose opinions matter. Knowing who these people are helps in crafting a strategy that addresses their specific concerns.
• U: Understanding Client Problems To provide real value, you must fully grasp the client’s pain points. Ask questions that dig deep into their challenges to understand the urgency and impact of their needs.
• B: Clarifying Budget Determine if they have allocated a budget and if they are ready to invest in a solution. A significant number of opportunities may not have available resources allocated for your specific product or solution which can stall deals and creative overly optimistic sales forecasts.
• T: Timeline Establishing a clear timeline for the decision process is crucial. Confirm when the client needs a solution, which helps to frame the urgency and pace of your follow-ups.
• S: Solution Alignment Before presenting a formal proposal, it’s essential to verbally align with the client on the proposed solution. Ensure they agree with the direction you’re taking by discussing potential solutions and getting their buy-in on key points.

Creating a “Next Steps” Approach

Once you’ve qualified a lead using DOUBTS, guiding them toward a clear “next step” becomes far easier. This involves setting up a follow-up meeting, arranging a product demo, or agreeing on a deadline for the proposal review. A structured approach to next steps helps to maintain deal momentum and shows your prospects that you’re a consultative partner invested in their success.

Purging Unwinnable Opportunities

The reality is that not every deal will close, and that's okay. By following the DOUBTS framework, your team can identify which opportunities are worth pursuing and which are not. If a buyer is unable to meet your qualification criteria or continues to delay decisions, it might be time to walk away. This allows your team to refocus on deals that have a higher likelihood of closing and to spend their energy where it matters most.

Unlocking Your Sales Team’s Potential

Navigating indecision in the current market requires a disciplined approach. The DOUBTS framework provides sales teams with a structured way to qualify leads, keep deals moving forward, and walk away from those going nowhere. By staying focused on the right opportunities, your team can improve deal conversion rates and drive predictable revenue, no matter the market’s ups and downs.

Are you ready to see how your team can unlock more of its potential? Complete our brief 5-minute audit to identify opportunities for growth and drive more predictable revenue. Start your audit now