The Sales Evangelist Why Are Prospecting Ghosting Me? | Donald Kelly - 1945
Oct 27, 2025
Ghosting can be a nightmare for salespeople, and this discussion dives into the top reasons why it happens. Discover how missed details and targeting the wrong people can lead prospects to vanish. Learn the art of asking the right questions to uncover their decision-making power. Are they just shopping around? Find out how to directly address this. Plus, shifting priorities and urgent timelines can play a huge role in ghosting. Equip yourself with practical tactics to remain engaged and secure that next step!
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Ask For More Before Moving Forward
- When a prospect gives initial info, pause and ask them to 'Tell me more.'
- Use 'Is there anything else?' to uncover deeper pain and avoid assumptions.
The 'Happy Ears' Trap
- Donald describes getting 'happy ears' after a prospect says their boss wants a fix.
- That premature excitement led him to skip deeper questions and later get ghosted.
Confirm Decision Authority Early
- Verify you're talking to someone with decision-making authority or who can involve the buying committee.
- Ask about their decision process and who else needs to be involved to avoid wasting time.