208 | Avoid Ghosting in B2B Sales, Ian Altman
b"You know the scenario... you've been working with a client or potential client for awhile. You maybe even had a meeting with them, you may have sent them a detailed proposal about all the things that you can offer them in response to what they told you was important. And now they just go silent. They don't even have the common courtesy to get back to you and to tell you that they're not interested. It's almost like they've disappeared. They've become a ghost.\\n\\nOn this Same Side Selling episode, I talk about a common phenomenon in sales known as \\u2018ghosting\\u2019. Tune in to find out why it happens and some of the things you can do to try and fix it.\\n\\nListen and Discover\\n\\n> Reasons why potential clients don\\u2019t respond to your calls and emails.\\n> What\\u2019s an elevator rant?\\n> How to determine if there\\u2019s a good fit between the client's problems and your solutions\\n> A method to help clearly differentiate you from the competition\\n> The Client Vision Pyramid - what is it and how can it help you.\\n> And much more..."