Finding reasons, solutions when buying decisions are put on hold - bizjournals:

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Delays and stalls frequently start when a decisiojn isclose internally. The fear relatesa to the consequences and difficultyu of correcting awrong decision. The risk compele many to go with a known vendor even if itssolution isn’t the Minimizing or dismissing concerns will surely result in Reassure by using existing customers to convey confidence, providr testimonials and, if possible, offer guarantees, insurance and assurance options to buildr buyers’ confidence. Priorities do change, and what was painful 30 to 60 days ago may not be the most pressingfconcern now.
You can’t controk outside events, but you can continue building your relationshil and look for reasons to elevate your Asking “what if” questions can help you assessx whether the delay is real or a putoff. Prospects are reluctant to provids negativeinformation voluntarily. The best option is to avoid investing time and energyt onunlikely opportunities. In you can reduce delays withbetter qualifying, by giving presentations and proposals at the rightg time, and using questioning techniques to assess the realit y when priorities change.