How to Prevent Hidden Risks from Derailing Your Deals

Most deals don’t stall because of price, they stall because of uncertainty. Champions get nervous, stakeholders hesitate, and hidden objections bubble up too late.

In this Sell Better session, Richard Smith will share proven tactics to derisk your deals before they go dark. You’ll learn how to spot early warning signs, build confidence with nervous champions, and keep momentum strong without relying on discounts or empty promises.

This show is all about control: identifying the risk zones in your pipeline, equipping buyers with the confidence to move forward, and structuring deals so progress feels inevitable instead of fragile.

What You'll Learn:

• How to surface and mitigate hidden risks before they stall a deal
• Tactics to support nervous champions and give them confidence internally
• Ways to maintain deal momentum with clear milestones and collaborative next steps