Sales Tips and Advice
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Every sales exec is familiar with this scene:
A prospect was engaged, interested, and maybe even excited. Then? Silence. No replies. No updates. Just digital tumbleweeds.
Sales ghosting has become increasingly common in 2025’s fast-paced, AI-filtered communication landscape. But all is not lost. The key isn’t to push harder, it is to engage smarter.
Why Ghosting Happens
Before acting, it helps to understand the “why.” According to a research, over 60% of B2B buyers ghost because:
- Priorities shifted
- Internal blockers (budget, leadership, etc.) emerged
- The rep didn’t add enough value post-demo
From a psychological standpoint, silence is often a way to avoid conflict. Prospects may fear disappointing you or may have deprioritized your solution without a clear “no.”
Smart Strategies to Handle Sales Ghosting
Here are some smart strategies to handle sales ghosting.
Reframe Your Follow-Up
Instead of “just checking in,” add value or insight. Share a relevant stat, trend, or customer story. Make your message about them, not you.
Use the “Permission to Close the Loop” Approach
Studies in behavioral psychology show people are more likely to respond when they feel in control. Example: “Totally understand if the timing isn’t right. Should I close the loop for now?”
This creates a soft out/exit while encouraging honest replies.
Break the Pattern with a Different Medium
If your emails aren’t landing, try a LinkedIn voice note or a short video message. Data shows that response rates jump by 17% when using video in follow-ups.
Create a Reason to Reconnect
Offer something new: a feature update, a limited-time incentive, or a relevant webinar. This resets the conversation without making it about your need for a sale.
Use Time Anchors
Reference the date of your last chat and tie it to industry shifts or internal events:
“Since we last spoke in April, there’s been a big shift in X that might affect Y—worth revisiting?”
Final Thought
Getting ghosted doesn’t mean the deal is dead, it means the dialogue is frozen. Your job is to thaw it with relevance, empathy, and timing. When you handle sales ghosting with psychology and strategy, re-engagement becomes an opportunity—not a plea.
