When deals start slipping, most reps reach for discounts — but price is rarely the real issue. In this episode, Brandon explains how to diagnose stalled momentum, re-anchor urgency, and reset next steps without sacrificing margin.
Slipping deals often trigger reactive discounting, but lowering price usually solves the wrong problem.
In this episode, Brandon breaks down the three most common reasons deals stall — uncertainty, lost urgency, and internal misalignment — and how to address each one directly.
You’ll learn how to reopen stalled conversations without sounding desperate, re-anchor buyers to the original problem, and reset the next decision path. Brandon also explains when price actually is the blocker and how to trade concessions instead of giving them away.
If your pipeline keeps slowing late-stage, this episode gives you a clean rescue playbook that protects both momentum and margin.