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.
Assume prospects are researching competitors to avoid blame for a bad decision. Instead of fearing the competition, directly ask which other vendors they are evaluating. This positions you as a confident consultant, builds trust, and helps you understand the competitive landscape early in the sales cycle.
Prospects often ghost because their internal priorities shift. To prevent this, don't just ask why a project is important now. Proactively ask, "What would cause you not to pursue this?" This negative qualification uncovers potential roadblocks and reveals the true level of urgency and executive commitment behind the initiative.
To prevent ghosting, don't wait until the end of a meeting to suggest a next step. At the very beginning of the call, explicitly state that the final five minutes will be used to plan the next phase. This normalizes the action, demonstrates professionalism, and secures commitment from the prospect.