Episode 2 Why Prospects Ghost You After a Great Meeting | The Sales Reality Check Podcast

Have you ever walked out of a sales meeting thinking it went perfectly... only to have the prospect completely disappear?

not alone—but the problem probably isn't your follow-up.

In this episode of The Sales Reality Check, Heather Gipson and Jenifer Robb unpack one of the most frustrating challenges in sales: why prospects ghost you after what seemed like a great meeting.

Using proven Sandler Selling principles, they discuss:

• Why "great meetings" don't always lead to great outcomes

• The importance of uncovering real pain

• How poor qualification leads to stalled opportunities

• Why Up-Front Contracts create accountability and reduce ghosting

• The questions every salesperson should ask before ending a meeting

One of our favorite takeaways: "The best follow-up starts before the meeting ends."

If your close rate isn't where you want it to be, this conversation will help you rethink how you qualify opportunities and create stronger commitments throughout your sales process.

Want to improve your sales process and build a more predictable pipeline?

Visit Cora Growth Partners to learn more about our Sandler Training programs, executive coaching, and workshops.

🌐 https://www.go.sandler.com/cora

📅 Register for an upcoming Live Webinar: https://www.info.cgp.sandler.com/ebinvite