You’ve had a great conversation with a prospect. They’re interested, they ask for a proposal, and you send it off feeling pretty good about the opportunity.
Then nothing.
Your emails go unanswered, your calls go to voicemail, and suddenly you’re wondering what happened to that enthusiastic prospect.
You’ve been GHOSTED!
Before you start trying to figure out how to get them to respond, think back to the conversation you had before sending the proposal.
How well did you understand their timeframe? Where did solving this problem actually fall on their list of priorities? And what commitment did they make to moving forward?
Experienced salespeople know those things matter. Yet it’s surprisingly easy to hear enthusiasm and assume it means the prospect is ready to buy.
The next time someone asks you for a proposal, make sure you’ve explored Timeframe, Priority, and Commitment before you agree to send it.
Otherwise, you may find yourself being haunted by another opportunity that was never as real as you thought.
Watch the video for a closer look at those three qualification mistakes.