“Ghosting” is 2024’s buzzword.
It’s a term that has been on the rise for some time, but it seems to have reached new heights over the past few years.
Ghosting is everywhere – from dating to doctors’ appointments but ghosting in sales is (arguably) the most prominent form of ghosting there is.
Salespeople reach out to customers to deliver a service, only for a customer to tentatively agree before dropping all ties to the salesperson.
It’s an issue that needs to be stopped.
Stats say that salespeople spend 21% of their time leaving voicemails – many of which will go to prospects who have no intention of calling them back.
Let’s explore how we can prevent ghosting in sales.
Why Is Ghosting In Sales So Common?
Whilst ghosting has always been an issue in sales, it’s recently become more prominent.
It’s a vicious cycle that regularly shows up when least expected.
It typically goes something like this:
- Salespeople speak to customers to offer product/service
- Customers agree to meet salespeople for further information
- Salesperson book meeting that customer never attends
- The salesperson can never reach the customer again
Some of the most common reasons for ghosting in sales can be a lack of belief in the product, a lack of product knowledge and a generic, non-bespoke initial pitch from the salesperson.
Why Is Ghosting So Bad?
Ghosting poses many issues to salespeople.
- It can cause demotivation
- Ghosting builds resentment in your salespeople
- Stress will build when people don’t hit the target
Each of these issues are very detrimental to your team’s productivity.
If one salesperson feels demoralised due to ghosting in sales, it can be dealt with, but it must be done quickly.
A disgruntled salesperson can quickly spread negativity around the office, so the issue needs to be addressed ASAP.
If not, it can cause long-term damage to your sales process.
How To Avoid Being Ghosted in Sales
The all-important question is “How can I avoid ghosting in sales?”
Well, we’ve got some ideas that will help you overcome hurdles and close more deals.
Followup Regularly – Check it with your prospects between meetings to keep them engaged in your process.
Personalise Your Approach – Building rapport over common ground is essential to keeping you at the forefront of your prospect’s mind.
Set Clear Expectations – In your initial pitch, you must set clear goals, aims and objectives for your meeting. Lay out why you’re making the call and the next steps in the process.
If you’re ready to meet more decision-makers and close more deals, reach out to David Rose Training.
We’re ready to help you elevate your sales performance.
