It sucks when prospects ghost you. I get it.

But what I don’t get is the entitlement.

The attitude that, “Because I did _______ for you…you owe me _______.”

Or, “They’re such a terrible person for ghosting me.”

Take all of that frustrated energy and spend time figuring out what YOU are doing that’s causing prospects to ghost you.

Here’s something you can try:

✅ Give prospects an easy way out

Most prospects don’t enjoy rejecting salespeople. So they avoid telling you what’s really on their mind, and instead tell you what they think you want to hear.

You can prevent a lot of this by telling prospects it’s okay to be honest with you.

My favorite way to start a sales call is by saying:

“Oh and by the way, if what we talk about today is not a good fit for you—totally feel free to tell me. You won’t hurt my feelings. Is that something you’re comfortable doing?”

I smile and it usually gets a bit of a chuckle. Then I can come back to that moment if I sense the prospect isn’t opening up about what’s on their mind.

How do you prevent prospects from ghosting you?

 

Join the conversation on LinkedIn here.

Jason


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