The Audible-Ready Sales Podcast When Customers Go Dark
Feb 27, 2024
Diana Sheley, Force Management facilitator and B2B sales effectiveness expert, shares practical ways to win back prospects who’ve gone silent. She outlines why buyers lose urgency and how to uncover real business pain. Short takes cover engaging the right decision makers, handling shifting priorities and budgets, and a concise re-engagement checklist to restart stalled conversations.
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Loss Of Urgency Explains Most Ghosting
- Customers go dark when the perceived pain no longer creates urgency to act.
- Diana Sheley explains that shifted priorities or misdiagnosed problems often remove urgency and stall deals.
Quantify Impact To Become A Priority
- Do quantify the business impact so the customer sees enough pain to prioritize action.
- Diana stresses "no pain, no impact, no deal" and compares customer priorities to weekend to-do lists to show selection pressure.
Engage The Economic Buyer Early
- Engage the economic buyer early instead of waiting until late in the cycle.
- Diana warns late involvement leaves you with delegated teams and reduced influence over budget decisions.