30 Minutes to President's Club | No-Nonsense Sales #136 - The Don't Get Ghosted Playbook
26 snips
Oct 26, 2022 AI Snips
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Prevention Beats Cure For Ghosting
- Preventing ghosting is 90% of the battle; most tactics are about planning meetings and runnings calls well.
- Good practices benefit buyers too because they reduce friction and make calls useful.
Open With A Clear Upfront Contract
- Start every discovery call with a short upfront contract: confirm time, topics, and ask if they want anything else covered.
- Respect their time, explain what they'll get, and invite them to add items so calls feel valuable.
Label Hesitation And Probe Behind Questions
- When you hear hesitation, call it out using labeling language like 'it sounds like' to invite concerns to surface.
- Ask the question behind the question instead of reflexively answering surface queries like price or compliance.