- Unfamiliarity. It generally takes more than one (and often several) meetings before a customer will feel comfortable working with a sales professional and the professional's firm.
- Bureaucracy. Many organizations have a complex decision-making process that involves more than one buyer. Often even the CEO wants consensus with other executives before a major purchase.
- Competition. It might first be necessary to unseat a competitor. That can take time, especially if the competitor is internal to the customer, as when you're selling outsourcing.
- Priorities. As important as the sale is to you, it may not be all that important to the customer. People can only focus on a few things at once and your offering may not yet be at the top of the stack.
If you're interested in sales process, here are two posts that a lot of Sales Machine readers have found useful: