The Rebel Way to Revive Stalled Deals

Wanna know how a group of students tapping imaginary songs on a desk can help you prevent stalled deals? Keep reading.

There’s a fascinating study from 1990 by a woman named Elizabeth Newton. The setup was simple. She gathered a group of students and split them into two camps: Tappers and Listeners.

Tappers got a list of 25 songs. The kind everyone knows, like Happy Birthday. They had to pick one and tap out its rhythm on a table. No humming, no lyrics, just tapping the beat and hoping the Listeners could guess the tune.

Then came the twist. Newton asked the Tappers what percentage of Listeners they thought guessed the song right. Their average guess was about 50%. The actual number? A little over 2%.

What this shows is powerful: when we try to communicate something we know well, we drastically overestimate how clearly we’re conveying it. We’ve got the whole tune playing in our head but the other person only hears random taps.

And in sales, that often plays a huge role in how deals stall. You’re following up, thinking your message is clear. You assume the prospect remembers the problem, understands your solution, and sees the value. But all they hear is:

• “Just checking in…”
• “Any updates on your end?”
• “Wanted to see if we’re still moving forward…”

They don’t hear the song. They hear noise. And when you follow up like that, you’re not building trust or momentum. You’re just blending in with every other salesperson spamming their inbox.

So ask yourself: are you delivering your message like a beautifully composed tune, or are you tapping aimlessly, hoping someone guesses it? Are you showing up like a passionate, intentional human, or like a corporate robot churning through a cadence?

Because your prospect’s got 99 things going on today… and at least 3 other vendors breathing down their neck. Here’s how you actually revive a stalled deal, Rebel style.

1. Create emotional context

Surface-level check-ins might’ve worked in the nineties, but you need to get to the heart of the matter. What are they feeling? What’s changed since you last spoke? What pressure are they under that you’re not seeing?

Ask better questions. Acknowledge their reality. Speak more to their human side than the business case. Remember, empathy builds trust, so start there.

2. Give more tangible experiences

Most reps send digital nudges, reminders, and all the other boring crap. The problem is, all that stuff is super ignorable. That’s why you need to send something unexpected.

A Crumpled Letter, a video message, a coffee-stained note… anything that adds real-world friction (the good kind) and initiates a pause. Give them a reason to remember how you made them feel and why they took your call in the first place.

If you need ideas, we’ve got a whole lineup of creative outreach pieces inside The Rebel Arcade.

3. Keep the conversation alive

Deals don’t stall because you followed up. They stall because your prospect has a lot going on, and you followed up poorly.

Instead of poking the deal with the same “just circling back” stick, bring something new each time. Share a story. Ask a bold question. Call out the silence in a fun or curious way.

The idea here is to create motion, stir curiosity, and move the narrative forward even if they’re standing still. Forward motion creates momentum. Keep it going.

4. Prove you’re different through your actions

Pretty much every seller likes to say they’re different. And yet their messages are cookie-cutter. Their follow-ups are recycled. Words alone are just words.

That’s why Rebels actually prove they’re different. We take the extra step. Send the thoughtful message. Show up in a way that disrupts the status quo without being pushy.

You’re not here to nag your way into a deal. You’re here to change the way people think about sales (yes, actually). So let your actions speak louder than your cadence. Make it undeniable that you’re not like the rest.

At the end of the day, your ability to communicate as a human (with creativity, intention, and a little audacity) is what will revive the relationship. Not just for the stalled deals, but for every stage of the journey.

Now go turn those ghosted convos into awesome relationships. And as always… change the game.

Much love,

Dale