2. Negotiation Gridlock? Here’s How to Unstick Stalled Deals

Claudius
Jul 9
2 min read

You’ve done everything right.

The discovery call went deep. The demo landed. They nodded at the ROI slide and said, “We’re aligned internally.”

Then... silence.

“We need more time.”

“We’re still reviewing internally.”

“Let’s revisit this next quarter.”

If that sounds familiar, you're not alone. Most B2B SaaS deals don’t die from lack of interest. They die from inertia in the final stretch.

The good news? Stalled deals are usually predictable. Even better: they’re preventable. Let’s break down why deals stall in negotiation and how to get them moving again.

The 4 Most Common Reasons Deals Stall and How to Fix Them

1. There’s No Urgency (aka No Real Business Impact)

If the buyer doesn’t feel pressure to act, they won’t.

Fix it with:

Clear alignment to a measurable pain point or revenue impact
Direct questions like, “What happens if this isn’t solved in the next 3 to 6 months?”
Trigger-based messaging: recent funding, hiring, expansion, churn

Pro Tip: When they say, “Let’s circle back next quarter,” ask: “What changes between now and then that would make this a priority?”

2. You’re Single-Threaded and It’s Costing You

One champion is not enough. If they lose momentum or influence, your deal can disappear.

Fix it with:

Multi-threading: engage multiple stakeholders across departments
Equip your champion with tools to sell internally — ROI, case studies, objection handlers
Ask, “Who else needs to be involved to get this done?”

Pro Tip: Three engaged contacts is the magic number. One is risky. Two is hopeful. Three or more means real traction.

3. Procurement and Legal Were an Afterthought

Most deals fall apart when procurement enters the conversation and you're not prepared.

Fix it with:

Early conversations about procurement, legal, and budget timelines
Transparent pricing and contract expectations from the start
Trade instead of discounting: offer longer commitment in exchange for better terms

Pro Tip: Ask early, “What does your internal buying process look like once we get to a ‘yes’?” Then map it and own it.

4. They’re Talking to Competitors and Using You for Leverage

Silence often means they’re shopping around. If you’re not the only vendor, assume they’re comparing.

Fix it with:

Direct questions: “Is there anything holding this up or someone else you're evaluating?”
Focused differentiation: long-term outcomes, onboarding support, customer success
Add value instead of dropping price: training, integrations, access to roadmap