In this episode, James tackles one of the most frustrating experiences in sales: being ghosted. When a prospect suddenly stops responding after positive early conversations, it can leave even experienced sales professionals confused and second-guessing what went wrong.

James breaks down the four core reasons ghosting happens: human nature, poor questioning, missed signals, and the energy you project. He explains how natural defensiveness can make prospects avoid difficult conversations, how shallow questioning leaves important issues undiscovered, and why body language and tone often reveal the truth long before words do. He also highlights how desperation or pressure-driven energy can push prospects away rather than draw them in.

By understanding these dynamics and addressing them proactively, you can dramatically reduce the chances of being ghosted and build stronger, more transparent sales relationships.

Key Takeaways

• Human nature and defensive instincts often play a key role in why prospects disappear.
• Asking deeper, more strategic questions helps uncover real motivations and concerns.
• Paying attention to body language and tone helps you anticipate a prospect’s intentions.
• The energy you bring to conversations significantly impacts whether prospects stay engaged.
• Knowing who the true decision-maker is prevents wasted effort and reduces ghosting.
• Open discussions about the budget early on help eliminate uncertainty and avoid last-minute disengagement.

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