WHY YOUR REPS ARE GETTING GHOSTED - HERE IS HOW TO PREVENT IT

In sales, we all understand that we're supposed to get the next meeting and conversation booked while we're in the current meeting or conversation. Why is this so important? Because we're there, we're live, we're conversing. What better time is it to get that commitment? So 98% of the salespeople know that this is a critical element of their sales, but then why do less than 5% of the salespeople get this commitment? You're probably thinking to yourself, I always get that commitment, but do you? I'm not talking about a verbal commitment. Yeah, call me in two weeks. Or, yeah, let's get together again soon, or give us some time to think this over, and we'll get back to you. That's not a commitment. That's an alibi, a placeholder, and a wish. It may have good intent, but 80% of the time, it means they will not get back in touch with you, they will not take your call, and they will not reply to your email. They essentially are ghosting you.

So how do you prevent this? You have to get a calendar commitment. Why is this so important? Because at that point, it's a commitment on their side, and it's a litmus test to determine whether they are interested or are just curious about this product or service. Is it just an alternative, a nice idea, or is it an absolute, something that they need and must acquire? What we typically go by is our feelings. We don't want to break rapport. We hear what we want to hear, not what is meant.

What I learned was the people who would not make that calendar commitment for our next meeting were just curious. Would not buy this quarter were not as serious as I interpreted them to be, once I implemented this test, this daisy chaining of meeting after meeting, this is not just important to do it in the first meeting. It's important to do it in every meeting because you'll end up spending two weeks trying to reconnect with them if you don't, and we blame them for being impolite and ghosting us when it is us who are responsible for getting that commitment. And what's crazy is what comes up when you ask for that commitment, which are the real things you should be talking about during that sales conversation.

So you can't do this in the last five minutes of that conversation. You've got to do it halfway into the conversation because what will surface are the real issues, the issues that you need to surface and discuss and resolve, and the things that you want to know. So I've been working with brevity to come up with a five-minute drill to get sales reps comfortable taking at least three or more attempts to get this meeting calendared and get them comfortable with the awkwardness of it, the fake pushback, the delays, the gas lighting, and get to the core issue. And we've seen a 30% revenue increase by eliminating deals that are just curious and adding control to serious deals.

So don't let your instincts kill your income. Develop your instincts to match great sales skills and processes, and the fastest way to do that is with brevity. Check it out at https://www.brevitypitch.com. We're also having a webinar to focus on maximizing your revenue in 2025. It's June 13. The link is below.

https://zoom.us/webinar/register/4017479460013/WN_Q0-fwMuGRX2K0YLpTukw5Q