You’ve had a great conversation. The prospect was engaged, curious, maybe even enthusiastic. And then… nothing.
No response to your follow-ups. No answers to your calls. No reply to your well-crafted email. Just silence.
If that sounds familiar, you're not alone, and you're not helpless. Ghosting isn't just a frustrating side effect of modern sales, it’s a signal. And more often than not, it signals a problem that started long before the prospect disappeared.
The Real Reason You’re Being Ghosted
Ghosting happens when expectations aren’t aligned, next steps are unclear, or the prospect isn’t comfortable saying “no.” Instead of confrontation, they vanish.
But here’s the good news: With the right strategies, you can dramatically reduce how often this happens. The Sandler Selling System gives sales professionals the tools to take control of the process, keep communication open, and protect their pipeline from dead ends.
We’re unpacking these exact strategies in our upcoming webinar:
➡️ Close the Deal, Not the Door: Ghost-proofing Your Sales Process
Register now to learn how to protect your deals... and your sanity.
3 Keys to a Ghost-Proof Sales Process
1. Start Strong with the Upfront Contract
Think of it as your meeting’s GPS. An Upfront Contract is a mutual agreement that outlines what will happen during your conversation, including what happens after the meeting ends. It sets expectations, ensures clarity, and gives both sides a respectful way out. It also makes it okay for the prospect to say “no,” which is far better than being strung along with “I’ll think it over.”
2. Stand Your Ground with Equal Business Stature
When you approach conversations as a trusted advisor and not as someone begging for business, you set the tone for mutual respect. Equal Business Stature is about posture, confidence, and mindset. The prospect needs to know that you belong at the table. When you’re comfortable with either outcome (yes or no), you’re far less likely to be ghosted.
3. Get Ahead of Disappearing Acts with the Postell Step
This one’s bold, but effective. Before wrapping up a meeting, bring up the possibility of ghosting before it happens. Ask the prospect what would cause communication to drop off. Talk openly about how to prevent that. It might feel uncomfortable in the moment, but it creates trust, clarity, and accountability.
Stop Chasing. Start Closing.
These techniques work because they’re proactive. Instead of waiting to be ghosted and reacting in frustration, they allow you to guide the sales conversation with transparency and mutual respect. And when your process is consistent and intentional, you won’t have to wonder where your deals went or why they vanished.
Want to learn more?
Don’t miss our free webinar, Close the Deal, Not the Door: Ghost-proofing Your Sales Process.
We’ll dig into real-world scenarios, proven Sandler techniques, and actionable ways to make ghosting a thing of the past.
👉 Click here to get the replay and take the first step toward a more confident, controlled sales approach.
See How the Sandler Pros Do It
