Paul Castain's Blog

The ONE Sentence To Use When You’ve Been Ghosted

Posted May 29, 2018

There’s nothing more frustrating than having a productive meeting (or meetings) with a prospect only to have them disappear;

Never to be heard from again!

We refer to this as having been “ghosted” and quite frankly it SUCKS!

Don’t hate me for this but I once ghosted a sales rep.

It was almost 7 years ago that I was considering a specific CRM for my business.

I had a nice chat with the sale rep.

Discussed pricing options.

Exchanged a few emails and then . . .

I went silent!

I got caught up in a few things, and this was no longer a priority . . . at that moment.

The rep kept calling, emailing etc and I was a bit of a douche because I didn’t give her the courtesy of a response.

I didn’t do it intentionally, I just got caught up. So it was a rather unintentional douchiness but still.

She didn’t get aggressive or annoyed with me.

She didn’t threaten to “close the file” (hate that one by the way) To me, that’s about as effective as saying “I know you are, but what am I” after someone gives you the finger.

And she didn’t pull the old “resend the email from the sent file” thing! (the non verbal equivalent of saying “Hey dumb ass, how about a response?)

She did something better . . .

She sent me an email with the following subject line . . .

“How Should We Proceed Paul?” Note: I’m a big fan of using the recipient’s name in the subject line! Are you doing that?

Then she gently reminded me, about the objectives I originally shared with her, and the progress we had made.

She concluded with one, simple sentence;

How should we proceed? 

Note: Want to get more responses to your emails? End them with a question.

Short, sweet,elegant, and it made me get back to her and sign the deal!

Assignment . . .

Create your own version of this, reflecting your own style.

This way, when you have those occasional prospects who disappear;

You have something that was thought out;

When you didn’t have any emotions, or ego influencing your communication.

I’ll be sharing the template I use and;

How to reduce the probability of this even happening

During our Closers Academy program starting this Friday, June 1st, at 1:30 pm EST.

Registration is about to end and that means you’re about to miss out on;

Session I (June 1st at 11:30 am EST)

*The one question you MUST ask the minute you set the appointment.

*The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.

*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).

*12 tactics that safeguard your deal from obstacles, stalls and objections.

*5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.

*How to disqualify competitors WITHOUT badmouthing them.

Session II (June 8th at 11:30 am EST)

*The one question you MUST ask BEFORE presenting your solutions.

*3 things to include in your proposals that your competitors WON’T!

*How to keep the discussion from going prematurely to price.

*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.

*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!

*How to ask for the business WITHOUT getting all “salesy”.

*How to negotiate like a pro!

*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!

Go at your own pace!

Join us live on June 1st and June 8th or review the replay at a more convenient time. Do both, I won’t tell anyone!

Here’s What You’ll Get . . . 

(2) 90 minute sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.

Webinar Replay (Always Sent Immediately After Each Session)

(2) Sets of Worksheets

Templates

A PDF With 100 Sales Questions For Your Arsenal

What’s The Investment? 

$199

Please click HERE or the handy/dandy button below to secure your spot.

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Company Contact Information

Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

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