WHY THE PROSPECT

GHOSTED YOU

GAME CHANGING TIPS

Today we're talking all about ghosting. And what I mean by that being ghosted by your prospect!
So you had this amazing sales call and you thought everything went phenomenal. But at the end of the day, your client simply disappears, you don't know what happened. There are specific reasons why that happens and we're going to look at each one of them. Most importantly, we're going to learn how to fix it so it doesn't happen again to you.
Today we're talking all about ghosting. And what I mean by that being ghosted by your prospect!
So you had this amazing sales call and you thought everything went phenomenal. But at the end of the day, your client simply disappears, you don't know what happened. There are specific reasons why that happens and we're going to look at each one of them. Most importantly, we're going to learn how to fix it so it doesn't happen again to you.

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Before we get into it, I just wanted to quickly introduce myself. My name is Alex and I'm the creator of Elite Closers Club: a sales training and mentoring program that helps you level up your sales skills. The whole idea was to take my 20 year career and distill it into a program that will give you actionable steps that you can do to improve your sales skill. 

Before we get into it, I just wanted to quickly introduce myself. My name is Alex and I'm the creator of Elite Closers Club: a sales training and mentoring program that helps you level up your sales skills. The whole idea was to take my 20 year career and distill it into a program that will give you actionable steps that you can do to improve your sales skill. 

We started making these blog posts for you as a way to have quick tips that you can use in your career right now and become better at sales. So I hope you like this post and if you do, share with that colleague that always gets ghosted by a prospect.

HE’S JUST NOT THAT INTO YOU

So one of the first things I want to talk about is a very common thing that happens on sales calls. The reason why the client disappears is very simple: they’re just not that into you.

They didn't like you for some reason— maybe it was something you said on the sales call that essentially turned them off. This can happen very often because salespeople love to follow templated scripts that sound very salesy. 

This is one of the most common rookie mistakes that happens all the time. In my experience, the best thing you can do when talking to a prospect is to sound like a friend to them— you want to have a real conversation with them.

It has nothing to do with predefined scripts— it’s all about having a normal conversation like you would with any other person. The more real you sound, the less possible it is for them to disappear on you. 

At the end of the day, it's all about building rapport. And rapport is something that allows trust to come into the conversation. The main tip when it comes to rapport building and making connections with people is to find something in common with them.

Nobody is going to trust you if they don't have rapport with you or some sort of chemistry. And in order to get to that, you need to be honest and open with the prospect, and build some sort of commonality. Be a concerned friend about their problems.

The more real you can be, the more genuine you're going to come off, and the more people will trust you and open up to you. So just to recap: just be a genuine person that is very friendly and that's concerned about their problems. It's as simple as that.

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YOU’RE ALL OVER THE PLACE

So the next thing that makes a prospect ghost you is the fact that you seemed disorganized in the sales call. What I mean by that is that you would be talking about one thing, then switch to another thing, and so on. This makes it seem like you don't know what you're doing, like you don't know what to say next.

What that does is it creates a perception in your prospect’s mind that you wouldn’t be able to deliver the product or service that you are selling. Have you ever heard the expression “How you do anything is how you do everything”?

That's why it's so important for you to learn the sales framework, like the one we teach at Elite Closers Club, and follow it very precisely. Because if you seem disorganized on the sales call, you will likely be disorganized in how you deliver it as well.

It's very simple: all you need to do is to understand your client's needs, and then position your offer or service as a solution to what they're struggling with. So you ask a whole bunch of questions to qualify them and get to the root of what their problem is. Then give them advice on how you can fix this particular problem for them.

And if you do that effectively, that framework builds trust and more rapport; which will give them confidence that you can actually deliver what you're promising. The biggest takeaway here is that you want to create a perception in your prospect that they will get what they're paying for.

 #3 BONUS

I'm also going to give you a huge bonus tip right now that is one of the most basic principles that nobody talks about and that’s super important.

You need to create a very clear next step at the end of your sales call. And what I mean by that is that you need to decide with the client what's going to happen next, and both of you need to agree on it.

So for example, it could be as simple as a date to review the proposal you're gonna send them, it could be a next call, a follow up date, etc. It doesn't matter what it is— this little commitment increases the chances of you closing that person by 40 to 50%.

It's as simple as that, because if you leave it vaguely, it’s very likely that the prospect will not take you seriously. But if there is an actual next step that you're getting them to commit to, and you both agree on it, both of you are on the same page about what’s the right thing to do.

You need to do that on every single sales call: always have to have some sort of a next step agreed upon with the client. That's the key to the sale at the end of the day, because that brings you that much closer to them actually signing a contract, writing you a check and so forth. 

This is probably the biggest thing that I can give you as advice. So I hope you liked this post and stay tuned for the next ones.

I'm also going to give you a huge bonus tip right now that is one of the most basic principles that nobody talks about and that’s super important.

You need to create a very clear next step at the end of your sales call. And what I mean by that is that you need to decide with the client what's going to happen next, and both of you need to agree on it. 

So for example, it could be as simple as a date to review the proposal you're gonna send them, it could be a next call, a follow up date, etc. It doesn't matter what it is— this little commitment increases the chances of you closing that person by 40 to 50%. 

It's as simple as that, because if you leave it vaguely, it’s very likely that the prospect will not take you seriously. But if there is an actual next step that you're getting them to commit to, and you both agree on it, both of you are on the same page about what’s the right thing to do. 

You need to do that on every single sales call: always have to have some sort of a next step agreed upon with the client. That's the key to the sale at the end of the day, because that brings you that much closer to them actually signing a contract, writing you a check and so forth. 

This is probably the biggest thing that I can give you as advice. So I hope you liked this post and stay tuned for the next ones.

 Hope this helps - Alex

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