How to Win Back Prospects That Ghost You

-

After a great first call my prospect vanished into thin air

Until I finally snagged him on the line and sealed the deal on the same call 😅

Here's what happened:

After multiple followups over email and unanswered calls, my prospect finally picked my call.

What I did not say was,

"Hey Saurabh, how are you doing? Good time? Just checkin in to see if you've gathered the next step for us?"

But,

"Hey Saurabh, finally! Thanks for picking my call (Brief pause) Hey look I know I you're busy and I don't want to take a lot of your time. Last time we spoke we agreed to meet over a 30 min call which is overdue by 7 days. I get it you're busy, I've been having a hectic schedule myself. Hence I've put together an agenda for the next steps and guess what this will only take 15mins. Can we talk now or should I send you an invite for 3pm?"

A few seconds later...

Saurabh: "Hey Akshaya, first of all sorry about the silence for the past couple days. Yes it's been a crazy week. But thanks for respecting my time. I think we can talk now ..."

I definitely sensed a smile on the other end 😉

Sometime all you got to do is take control of the situation.

Let me know how you deal with post demo ghosting?

Comments

Post a Comment

Popular posts from this blog

Skip the Obivous Choices

-
One thing I've realised about improving in sales is to avoid the obvious choices.  The best books to enhance your sales skills aren’t traditional sales books.  The people who truly help you hone your sales techniques often aren’t salespeople themselves.  Similarly, the most effective courses for building your sales knowledge aren’t labeled as sales courses. Look beyond the usual resources to truly excel.
Read more

Asking the Right Questions

-
 Let me take you through two experiences. You're sick and you're visiting a doctor.  Doctor 1: You go to the hospital, wait in the queue and meet the doctor. You enter the doctor's room and he greet you. You sit take a seat. The doctor asks you what the problem is. You tell him that you're not feeling well. He checks your pupils, asks you to hang your tongue out. Puts the stethescope on your chest and asks you to take three deep breaths. Turns over to his notepad and scribbles a couple of meds. Tears it from the notepad and hands it off to you. Doctor 2: You go to the hospital, wait in the queue and meet the doctor. You enter the doctor's room and he greet you. You sit take a seat. The doctor asks you what the problem is. You tell him that you're not feeling well. The doctor asks you how long have you been sick, what your symptoms are.  And then looks at your pupils and asks you to hang your tongue out. Puts the stethescope on your chest and while you take breat...
Read more

Cognitive Role Transition

-
Here's my secret to winning #CXOs and high-ticket deals. - Cognitive Role Transition. We all act differently in various situations—how we behave at work might be different from how we are at home.  This ability to adjust based on where we are and who we're with is called cognitive role transition. Just like we adapt in our personal lives, we can adjust our approach depending on the buyer's personality. For example, some buyers might prefer a direct, no-nonsense approach, while others might respond better to a friendly, more casual style.  By understanding and adapting to these differences, you can build stronger connections and close bigger deals. This means I would shift from a traditional salesperson role to that of a trusted advisor, expert and problem solver. This shift helped me close high-value contracts and build lasting relationships with CXO's and luxury brands.  Tools like LeadLabs App make it even easier to understand and adapt to each buyer’s unique personal...
Read more