Have you ever been in a situation where a customer or potential customer suddenly stops responding to your communication without any explanation? This phenomenon is commonly referred to as ghosting. Ghosting in sales can be difficult for salespeople, and by using the appropriate strategies, it can be avoided. In this article, we’ll take a closer look at sales ghosting and provide some practical tips on how to prevent ghosting in sales to get your sales team back on track.
What is Ghosting in Sales?Ghosting in sales occurs when potential buyers suddenly stop responding to a salesperson’s calls or emails. It’s like they disappear into thin air, leaving the sales rep without an understanding of what went wrong. It can be frustrating for salespeople who have invested time and resources into building a relationship with the prospect. When faced with ghosting, salespeople may choose to keep chasing the prospect in hope of a reply, move on and focus on the next opportunity, express frustration, or find ways to reduce its occurrence.
When Does Ghosting Happen in Sales?Ghosting can happen at any stage in the sales cycle. Common examples include:
- A promising potential client or partner expressed interest in your product or solutions, yet suddenly and without warning, communication from them ceased altogether.
- After initially making contact, the prospect seemed eager to proceed with a discovery call, but at the last minute, they cancelled without any explanation and stopped all engagement.
- Your sales team member willingly shared valuable information about your company and solutions with the prospect, but despite their phone calls to follow up, they were met with radio silence.
- The prospect who seemed to be an ideal customer failed to respond to a proposal and follow-up attempts after a promising sales meeting, resulting in a missed opportunity.
- The prospect had verbally agreed to the pricing, but after that, there was no response. Leaving the salesperson wondering if the prospect had changed their mind and if they should offer them a new deal.