Does sales ghosting sound familiar? It’s a challenge many sales teams face, especially when they’re setting appointments. A client recently shared that it was one of their biggest concerns.
While you can’t control whether every prospect follows through, you can make expectations clear and reduce the chances of being ghosted. Here are a few Sandler-inspired tips to help.
1. Set expectations before the meeting
When you book the appointment, explain what the conversation will cover, how long it will take, and who should attend. Clear expectations help prospects decide whether the meeting is worthwhile.
2. Confirm the appointment together
Before ending the call, confirm the date, time, and meeting format. Ask the prospect to repeat or acknowledge the details so you know you’re on the same page.
3. Ask about potential conflicts
Give the prospect room to raise concerns. You might ask, “Is there anything that could get in the way of keeping this appointment?” Their answer can help you address scheduling issues early.
4. Agree on a reminder
Ask how they’d prefer to be reminded and which contact method works best. A brief reminder can make it easier for both of you to keep the commitment.
5. Make it easy to reschedule
Let the prospect know that if something changes, they can tell you and find another time. This encourages an honest reschedule instead of silence.
6. Follow up with a clear, useful message
Send a short confirmation with the meeting details and a sentence about what you’ll discuss. Keep reminders helpful and professional.
Good appointment setting is about more than getting a time on the calendar. It’s about making sure both sides understand the purpose of the meeting and agree to show up.
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If prospects are ghosting your sales team, it may be time to strengthen how appointments are set—not just how follow-ups are handled.
For sales training focused on setting clear expectations, making up-front agreements, and building a consistent sales process, contact Robin Singh at Sandler Mississauga.
Robin works with sales teams and leaders to improve sales execution, reduce no-shows, and keep opportunities moving through proven Sandler training and coaching methods.
