A sales trainer explains why prospects ghost after good meetings: you're not actually closing. He claims stronger soft-close techniques could cut ghosting by 50% and shares two specific approaches to test.
Let me run this scenario by you because I hear this on a regular, really on a regular basis. Ryan, I had a great meeting with my customer. I mean, it was great. Like Tony the Tiger. It was great. You don't know who Tony the Tiger is? Ooh, better Google that. It was great. And then nothing happened. They ghosted me. Well, it's at those moments that I think all of us need to do a little introspective kind of looking or thinking or kind of looking in the mirror ourselves. The call wasn't great because if the call was great, then you would have gotten a signed deal, right? Or did the call just go okay? You think it went great because you messed up and now you've got to backtrack and figure out what to do now. I would actually suggest to you that perhaps you could reduce your ghosting by as much as 50% if you had a great soft close. So there's 2 soft closes to test the water that I love.
