Ask The Professor: How to Prevent Ghosting in Sales скачать в хорошем качестве

Ask The Professor: How to Prevent Ghosting in Sales

You had a great meeting, the prospect seemed excited, and then… silence. Ghosting doesn't just hurt your ego; it kills your pipeline. In this Ask The Professor Episode, Professor Ben and Max Kent, CEO Of Procure Services LTD and Host of ‪@TheGlobalBusinessInsights‬, discuss the modern sales phenomenon known as ghosting. They explore why prospects suddenly go silent, often attributing it to the fear of being sold to or a simple lack of perceived value. Drawing from their experience, they discuss how the "cat and mouse" game of chasing prospects can waste tame and make a salesperson look desperate rather than professional. The core of the discussion focuses on taking control of the sales process from the very first interaction. Max and Ben emphasize that salespeople need to maintain professionalism, confidence, and provide value so they do not have to chase down a prospect. 5 Key Takeaways: • Never Leave Without a Date: Once you leave a meeting without a follow-up date, you have officially entered the "cat and mouse" chase. • Value-Driven Follow-Ups: People don't ghost because they are rude; they ghost because they forget the value of the conversation. • Seek a "No" Over a "Maybe": A "no" is a successful qualification. It's better to get a direct rejection during a meeting than to waste weeks chasing a prospect who was never going to buy. • Avoid the "Desperation" Trap: High-performing salespeople have a planned cadence; they don't look desperate by chasing every lead until they're "blue in the face." • Control the Process: By professionally managing the timeline and the next steps, you build trust and demonstrate that you are a problem-solver, not just a vendor. Is your sales team losing momentum in the "cat and mouse" game? Don't let your pipeline disappear into the shadows. Schedule a Complimentary Meeting with an Executive Leadership Coach: https://mybenchmarktraining.com/Profe...