Ghosted as a salesperson
Ghosting is a common issue that sellers often face during the sales process. It can be frustrating when buyers suddenly stop communicating, leaving the seller with no response to their follow-up messages. In this article, we will discuss ghosting from both the seller's and buyer's perspectives and provide tips to increase the win rate.
Buyer's Perspective
From the buyer's perspective, they express interest in a product or service and obtain information, but then they avoid commitment and ghost the seller. This can happen for various reasons, such as finding a better deal elsewhere, losing interest, or feeling pressured. Sellers need to understand the buyer's mindset and take appropriate action to prevent ghosting.
Seller's Perspective
As sellers, we need to approach the sales process with a strategic mindset. It's essential to start with a needs analysis, make a proposal, attempt to close, negotiate, handle objections, and follow up. One common mistake sellers make is jumping too quickly in the sales process without doing a proper needs analysis. This can lead to buyer's remorse, and the buyer may choose to ghost the seller.
Tips to Avoid Ghosting
To avoid ghosting, sellers need to build and maintain a warm relationship with the buyer throughout the sales process. It's crucial to conduct a proper needs analysis to understand the buyer's current situation, what they have tried, what worked, what didn't work, and the cost of inaction. Once the needs analysis is done, sellers can move on to the proposal stage. However, it's crucial to handle objections and negotiate to find a win-win solution. If the buyer still doesn't commit, continue with the follow-up process and re-warm the relationship.
Sales Psychology
Sales are 90% psychology because it's about building and maintaining relationships. Warm and cold are the two states of the relationship between the seller and the buyer. To avoid ghosting, sellers need to create a warm relationship by understanding the buyer's mindset, conducting a proper needs analysis, handling objections, negotiating, and following up. The key is to build trust with the buyer and remind them of the value proposition and benefits of the product or service.
In conclusion, sellers need to take a strategic approach to the sales process and focus on building and maintaining a warm relationship with the buyer. By doing a proper needs analysis, handling objections, negotiating, and following up, sellers can increase their win rate and avoid being ghosted by potential buyers.
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Simon Severino helps agency owners automate 85% of their B2B sales. He is the CEO of Strategy Sprints and Host of the top 2,5% podcast called "Strategy Sprints". He created the Strategy Sprints™ Method that doubles revenue in 90 days by getting owners out of the weeds. Simon teaches Certified Strategy Sprints™ Coaches to scale agencies via better systems. As a member of SVBS (Silicon Valley Blockchain Society) he enables cross-stage capital flows and helps minimize execution risks in tech scale ups. His team is trusted by Google, Consilience Ventures, BMW, Roche, Amgen, AbbVie and hundreds of frontier teams. He is a TEDx speaker, and has appeared on over 800 podcasts. He writes for Forbes and Entrepreneur Magazine about scaling digital agencies.