Salespeople often rush to present a solution after hearing a surface-level problem, which leads to ghosting. Asking simple, open-ended follow-ups like "Interesting, tell me more" or "Is there anything else?" forces the prospect to reveal the true impact and urgency of their issue, building a stronger case for your solution.

If a prospect deflects an opening discovery question by saying you initiated contact, re-center the conversation on their decision-making. A good response is, 'Yes, but you don't take every call. Was there anything in particular you were hoping to get out of it?' This redirects focus to their needs.

Instead of rushing to fill a quiet moment with a pitch, deploy the phrase "I'm so curious about..." to prompt the buyer. This simple, disarming line invites them to elaborate on a point, turning a potentially awkward pause into an opportunity for a more natural, flowing conversation and deeper discovery.

Instead of starting with intros and a list of questions, ask the prospect why they accepted the meeting and what they hope to get out of it. This simple question cuts through the noise and gives them an opportunity to state their intent and priorities upfront, revealing their 'pull' from the very beginning.

Don't use a one-size-fits-all approach. If a new prospect views your profile, send a direct connection request. However, if it's someone you've already sent a request to, don't send another message. Instead, engage with their content to stay top-of-mind and demonstrate genuine interest.

Salespeople typically make one of two mistakes with profile views: they immediately blast the person with a sales pitch, or they do nothing at all. The effective strategy is the middle ground: initiate a genuine, low-pressure connection that acknowledges their interest without scaring them away.

The list of people who recently viewed your profile is a source of pre-qualified leads. Initiate contact with a personalized connection request based on a non-sales commonality (e.g., location). If they accept, follow up by offering value, not a sales pitch.

Instead of a generic message, directly acknowledge the profile view. Use a script like, "I noticed you viewed my profile... I looked at yours and wondered why we aren't connected? Permission to connect?" This disarming honesty breaks patterns and encourages a response.

After a new LinkedIn connection is accepted, send a short video or voice message. The goal is not to pitch, but simply to introduce yourself and establish that you are a real person. This humanizing step breaks through the noise and builds rapport for a future sales conversation.