Lynn Whitbeck: Dealing with Ghosting and No-Shows in Sales

About Lynn Whitbeck: Lynn Whitbeck, the Founder/CEO of Petite2Queen and Future Forward Sales, uses her expertise to guide entrepreneurs and business leaders to successful sales growth. Building on her 30 years of success and experiences as Vice President of Business Development and COO of direct consumer technology start-ups, Lynn is focused on catapulting sales teams and educating individuals daily to superior performance and success. Lynn is committed to lifting business leaders with the ingredients for growth and a profitable sales recipe. She helps transform thinking to the client's perspective and end sales chaos with a robust strategic plan to harvest the hidden profits. Check out the latest episode of our Conversational Selling podcast to learn more about Lynn.<br /><br /> In this episode, Nancy and Lynn discuss the following:Secret ingredients of a profitable sales recipe.Building Successful Sales Strategies on Referrals Basis.The difference between ghosting and a no-show.7 reasons why salespeople get ghosted.How do we bust the ghost? Lynn's story about a huge multimillion-dollar account.<br /> Key Takeaways: <br /> The primary reason that you get ghosted is that people are busy.It's all about the right message, the right audience, and the right time. People are ready to buy at different stages.You demonstrate worthy intent by asking the right questions and listening more than you talk.They will respond if you demonstrate value and worthy intent without hounding them.Getting a handwritten card or package that ties to your product or service will move the conversation forward and build reciprocity."A profitable sales recipe has to include the core foundation of sales strategy, which is thinking like your client, truly understanding your ideal client avatar, the client journey, and then the human-to-human relationships and building those relationships with worthy intent. So, when you have that recipe, then you can execute on that and then (part of like the client journey) to build that profit in is, of course, you seed the referral process from the very first conversation and then all the way through your client journey so that when you've earned the right you ask for the referral. That shortens your sales cycle, brings you a more profitable business, you create introductions, and you feed your business. And in addition, of course, then you also can sell more to your existing clients." – LYNN"It's really asking for an introduction, not a referral. So, to me, a referral is longer. I would ask for an introduction because that's not as threatening, and that's not. That differs from a referral trust you and is passing on this trusted relationship. So that would be a formula that I would apply to." - LYNN"There's a difference between ghosting and a no-show. With a no-show, they don't come up or show up for the meeting. There are all kinds of extenuating circumstances and reasons around that, but I'm going to focus more on ghosting because it will cover some of that for the no-shows. But the first thing about ghosting is my question, which is rhetorical, but it's who's ghosting Because I want to be honest with sales, we sometimes ghost our prospects because we're not following up. Okay, so that is absolutely critical. So, let's talk about the reasons that people get ghosted because it is a morale killer for salespeople. And it's one of the top three things that salespeople list as one of the things that really hurt them in their business." – LYNN Connect with Lynn Whitbeck:LinkedIn: https://www.linkedin.com/in/lynnwhitbeck/Petite2Queen: https://petite2queen.com/Try Our Proven, 3-St