salesdingo

Sales VP

Dealing with 👻 👻

I’m trying to come up with clever ways to address prospects that ghost after a demo call. They look interested, they say they are interested. But when we follow up, it’s like that hour never happened.

Do we keep pounding? Hit up their boss? Send them flowers? Flaming bag o poo?

😎 Sales Skills

20 comments

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braintank

Politicker

Enterprise Account Executive

Make the demo better

oldcloser

Arsonist

💀

Immediate first thought.

salesdingo

Fire Starter

Sales VP

Agreed - to me that is something that always should be worked on.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Always set next steps before you drop off the call, and always understand the why you/why now. Otherwise, they may just be tire-kickers and there will be a sale when you are a cobweb-draped skeleton.

jefe

Arsonist

🍁

^^^

oldcloser

Arsonist

💀

Improve demo content. Wouldn't want to send a second flaming bag o poo.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

The way you deal with ghosts is to have so much in your funnel they don’t matter. Cause I’d someone is gonna ignore, they’re going to ignore you. Best to move on quickly.

poweredbycaffeine

WR Lieutenant

☕️

Qualify better. Ask the questions that prove their intent and lock them in with mutually agreed upon steps.

The great ghost buster: Never leave a meeting without another call booked.

oldcloser

Arsonist

💀

Yeah! “You told me that if I got 2 jaw drops and a holy shit! from Bob, your VP of product, you’d send a blank check. I counted 3 jaw drops and Bob said fuck me runnin. Got my address?”

salesdingo

Fire Starter

Sales VP

This comment is fire!

Revenue_Rambo

Politicker

Director, Revenue Enablement

Remove the following questions from your demo:

1) Any questions?
2) Does that make sense?
3) Thoughts?
4) What do you think?

Instead ask something very simple:
How does that compare to your current process? (If they have a solution)

How does that compare to what you had envisioned? (No solution in place)

salesdingo

Fire Starter

Sales VP

Solid advice. ^^^This!

CuriousFox

WR Officer

🦊

What does your demo look like?

GDO

Politicker

BDM

if you tried a few times after the ghosting, it's a no. Always end with some sort of a breakup email though

Diablo

Politicker

Sr. AE

Are you demoing to everyone or do a discovery first? Is it tailored for their specific use case? I am not sure how you it but keep it interactive. Keep asking questions and hear what they think of the solution so far. As other mentioned, first step is to set up an expectations for the next steps during the start of the call and get the acknowledgment.

Beans

Big Shot

Enterprise Account Executive

I prefer never to leave calls without at least one prospect from their side on an agreed 15 min touchpoint to review feedback and next steps.

It's fair to ask who would be owning/sponsoring the project from their side and make an ask for time, not only does it stop you from having to chase, it lets you gauge their true interest.

Thesamiam13x

Celebrated Contributor

Sales

Maybe try different ways to reach out, offer extra goodies, and ask for feedback?

Justatitle

Big Shot

Account Executive

Call out the ghosting and offer an out, that or enforce a next meeting on the calendar even if it is a 15 minute quick connect

LambyCorn

Arsonist

A mfkn E

Maybe asking them staight up maybe?Like, hey you looked interested, what happened?

Kosta_Konfucius

Politicker

Sales Rep

Seems like they were just being nice during the demo, be direct on asking if they are not interested but I would mark the opp as a loss if its been awhile

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salesdingo

Dealing with 👻 👻

20 comments

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