On Taking No for an Answer
You've had the perfect sales call. The prospect was engaged, asked all the right questions, and even agreed to a follow-up. Your parting words were filled with enthusiasm and a mutual eagerness to move forward.
Much handshaking and smiling so much you think your face will start to ache. You're in the car, music blasting, slapping the roof like The Dude. You’re already counting this as a win.
And suddenly…nothing happens. No email responses. No returned calls. No response to texts. No social media activity. Complete radio silence.
You’ve been ghosted.
You ask yourself: "Was it me? Did I do something wrong?"
But here’s the thing—usually it’s not about you. No, really. Ask our friend Tom Mulligan, managing director of Sandler by Coffman, a nationally recognized sales training expert.
