Don’t Get Stuck in Sales Limbo: How to Involve the Full Buying Team Before It’s Too Late

You’ve had a great first meeting.

There’s interest. Alignment. Maybe even excitement.

But then… everything slows down.

You follow up. Nothing.

You nudge again. “We’re still talking about it internally.”

Another week passes. “Still waiting on a few folks to weigh in.”

Congratulations—you’re officially in sales limbo.

In Conversations Made Easy, Chris Jennings says it like it is:

“You’re not moving forward unless the right people are in the conversation.”

Let’s break down how to prevent this from happening—by identifying and including the full buying team before it’s too late.

The Real Reason Deals Stall

Most deals don’t die because of budget.

They die because of silence.

And silence happens when you’re missing decision makers—or when your internal champion doesn’t have the influence to push things forward.

Here’s the rule:

If you don’t know who’s at the table, your deal isn’t real yet. 

How to Spot When You’re Missing Stakeholders

Here are some subtle signs that you’re flying solo:

• Your contact says, “Let me run this by the team.”

• There’s hesitation when you ask about next steps.

• They can’t clearly explain how a decision will be made.

• You hear phrases like “We’re aligned internally, just waiting on…” (Translation: They’re not.)

Chris teaches that vagueness is a red flag. You need to know—by name—who’s involved and how they weigh in.

Include Them Before the Objection Happens

A lot of client-facing pros wait until the proposal stage to ask, “Should we bring anyone else in?”

That’s too late.

Here’s how to ask earlier—calmly, confidently, and without pressure:

“If we’re solving something meaningful here, who else should be part of the process so we’re not missing any perspectives?”

Or:

“Are there others on your team who will want to understand this before it moves forward?”

These aren’t sales tactics. They’re leadership tools.

They show that you’re thinking beyond the sale—and that you’re serious about setting the project up to succeed.

What to Do When They Say “Not Yet”

Sometimes your contact will say:

“I’d rather get through this part first, then bring others in.”

Totally fine. But don’t leave it vague. Chris recommends saying:

“Makes sense. If we do move forward, who else would need to be involved? I’d love to be ready when that moment comes.”

That way, you’re planting the seed now—so you’re not blindsided later.

You Don’t Need a Crowd—You Need Alignment

This isn’t about piling ten people onto your next Zoom.

It’s about ensuring that everyone who matters has context and clarity before final decisions are made.

When you guide this process intentionally, you avoid:

• Internal confusion

• Budget stalls

• “This looks great, but it’s not a priority right now”

And you create a path to the real yes—not just polite nods.

The Bottom Line

If you don’t know who’s on the buying team, you’re guessing.

And guessing leads to ghosting.

Don’t wait until your proposal dies in an inbox. 

Inside Conversations Made Easy, you’ll learn how to:

• Ask questions that surface key decision makers early

• Create alignment without stepping on toes

• Lead the buying process like a pro—not a hopeful vendor

Enroll now and start building conversations that include everyone who matters—before you find yourself in sales limbo.

Because the earlier you include the right people, the faster you win.