Prospect ghosting – what’s going on here?

On a sales call/meeting, we can be well on our way to a close, and then the dreaded “ghosting” happens.

What’s going on here?

For sales reps, the thrill of a great conversation can many times, feel better than a closed sale. That’s because the possibilities are endless to where the deal could go, and most of the work has already been done.

Appointments are set, action items are locked in, the follow up time is there, but the prospect is nowhere to be found.

Here’s the catch;

A good conversation most of the times is full of buying signals. If we don’t capitalize on these signals on the spot, chances of a close will start thinning out fast.

Outside our conversation, prospects have one-too-many options to consider. We just sold them the pain, the solution to this pain but not our product.

When the call ends, this great conversation will be discussed with other people who also have an opinion on the matter. They might say things like “hold on, I know a guy that knows a guy, that works for a company that knows a company, that can do this a lot cheaper and better”.

And before we know it, our prospects end up buying elsewhere, a cheaper but definitely not better product/service, and we haven’t done anyone a favor. We set our prospects on a path of bad service that will deter them from ever looking at their pain the same way again.

It wasn’t our fault that they chose a different/cheaper solution and got themselves in a mess. But it was definitely our fault that we didn’t:

➡️ Read the buying signals
➡️ Capitalize on them
➡️ Set a fearless closing in motion before our chances thin out

“Fearless” doesn’t mean extravagant or aggressive sales. It means:

✔️ Value our time spent to outline a pain
✔️ Value our time spent to outline the solution to the pain
✔️ Removing the “threat” of saying yes, with a sensible win-win value proposition

We have more winning chances if we create them ourselves, instead of leaving them to chance.