Stop Being Ghosted: Mastering the Art of Sales Follow-Up That Gets Results
Phil Whitebloom
Sales Coach - Leveraging over 40 years of experiences to help you grow your business
As a sales coach, it never ceases to amaze me how the same challenge can pop up for different people within a short span. Recently, the hot topic has been “ghosting.”
What is Ghosting? It’s when a prospect or client who was responsive suddenly goes silent—calls, emails, and messages go unanswered. It leaves the salesperson in the dark, unsure of the prospect’s interest or status. It’s a frustrating dead zone that can stall your sales momentum.
For those who follow my blogs, newsletters, or my book Handling Objections – Clues for Closing the Sale, you’ll be familiar with my fictional clients, Frank and Judy. They help illustrate real-life scenarios while keeping identities confidential. So, as they say, “the names have been changed to protect the innocent.”
Frank’s Dilemma Frank sits across from his sales coach, Judy, at lunch. “Judy, I’ve been working with this prospective customer for weeks. We had two productive meetings, and I emailed him a proposal. He confirmed receipt and said he’d get back to me after reviewing it. That was over a week ago. I’ve followed up with voicemails and another email, but now—nothing. He’s ghosting me. What do you recommend?”
Judy’s Winning Strategy Judy digs in, asking questions to understand the backstory. She discovers the prospect was engaged and saw Frank’s solution as promising. Then, Judy drops the critical question:
“Frank, during your meetings, did you identify his dominant buying motive (DBM)?”
Frank leans in, “What’s that?”
Judy explains, “It’s the core reason your prospect wants to solve their problem. What will solving this problem ultimately allow them to achieve?”
Frank lights up. “Yes! He said solving this would free up three staff members so he could increase capacity, take on more clients, and grow his business.”
“Perfect,” Judy says. “Here’s what you do next:
Judy’s Final Note: “This isn’t linear, Frank. Your prospect has already shown he can go silent, likely because he’s busy. By hitting three different communication channels in a short time, you’re much more likely to get a response. I’ve seen this method succeed countless times.”
The Result: That night, Frank texts Judy: “Hi Judy. The prospect responded. We’re set to meet later this week. Thank you!!”
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Hi, this is Phil again. I coach this all the time, and it works. Most prospects aren’t ignoring you intentionally—they’re just buried in their day-to-day chaos. The key is to communicate in multiple ways and focus your message on the prospect’s ultimate outcome, not on the proposal itself or what they’re thinking. Remember, it’s not your solution that matters—it’s what your solution does for them.
I’d love to hear your stories about being ghosted and how you handled it. Send them to me at [email protected].
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Want Your Sales Team to Create Wins from Setbacks?
If your sales team needs a proven, high-impact strategy to convert prospects into customers, my workshops are designed to deliver results. You’ll see immediate boosts in engagement and closing rates. We offer both in-person and virtual sessions to fit your needs. Let’s make it happen—reach out directly at [email protected].
ABOUT PHIL WHITEBLOOM
With over 40 years of experience in sales leadership, Phil Whitebloom has led teams to generate billions in revenue, partnering with organizations ranging from Fortune 500 companies to government agencies, educational institutions, and more. His expertise in building diverse, high-performing teams has not only delivered exceptional results but also earned him recognition and numerous accolades in the industry.
If you're ready to take your sales to the next level, Phil is here to guide you.
Want to learn more? Visit BeenThere Consulting Services or schedule a meeting here.
Unlock the Secrets to Closing More Sales with “Handling Objections: Clues for Closing the Sale” Are you tired of hearing "no" or struggling to close the deal? In Phil Whitebloom’s book, you’ll learn how to turn objections into golden opportunities to secure the sale. Whether you’re new to sales or have years of experience, this book is packed with actionable insights that will elevate your approach to closing deals.
Here's what others are saying: Kelley Ridings says, "This book is a valuable resource! It opened my eyes to the psychology and problem-solving involved in sales. If you need to understand sales better, this is the book for you!" Richard O., a successful small business owner for 35+ years, calls the book "a breath of fresh air" and says it’s packed with useful ideas for closing deals. Brianna Hendley points out, "An objection is not a NO. It’s an opportunity to ask more questions and uncover your client's true needs. A fun and impactful book I refer back to regularly." David Illig reminds us that everyone is a salesman in life, "Whether it’s a product, an opinion, or a point of view, Phil Whitebloom will guide you to a successful conclusion." Bryan Lilly describes the book as "a good tour of ideas and examples" that help you navigate different objections with key principles. M.J. James highlights, "If you're in a sales slump, this book will teach you how to embrace objections and turn them into catalysts for closing more deals."
Don't wait—level up your sales game and turn those "no's" into "yes's." Get "Handling Objections: Clues for Closing the Sale" now and take the first step toward mastering the art of closing deals. Purchase here.
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Ready to get started? The first step is purchasing her series of books, and when you're ready, dive into her courses. I did, and it made all the difference. Here are the links to get you started.
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