Tired of being ‘left on seen’ or ‘ghosted?’

You know that excited feeling you get after someone has shown interest in what you do and you think you can make a sale? So you go ahead and ask them to buy and then you get ignored. You hear crickets.

It’s frustrating.

Because they were so talkative before and now they aren’t responding.

As a Sales Coach, I’ve learned over the years that there are typically 3 reasons why that happens:

1. You pitched too soon

2. You made it about you instead of them

3. Not asking enough questions to understand their needs

The reality is, NOBODY is going to buy something from you if you both don’t know why they need it. This is why it is so important to ask the right questions and to actively listen to your prospect so that you can learn how you can help them and offer the best possible solution.

Once you truly know how you can help someone, then you can easily connect what you do and how that’s going to help the person you’re talking to.

Think of it this way - would you feel comfortable if the doctor gave you a diagnosis without asking questions and getting to better understand your situation?

Or what if you went to buy socks and the sales associate showed you jewelry without you asking for it?

Chances are you wouldn’t feel heard or understood. And so you’d leave frustrated.

Now imagine how our prospects would feel if we immediately pitched them without finding out what brought them there? The might feel the same way.

If you want to avoid getting ignored, try this instead

1. Ask questions to find out WHY

2. Relay back to them WHY you think you can help them

3. Personalize, personalize, personalize (your message)

Tell me in the comments if you can relate or if you’ve ever been ghosted before.