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Episode 006: Ghosted! - Why Sellers Ghost You (And the Proven Strategy to Win Them Back)
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Ever have a great conversation with a seller only for them to disappear without a trace? In this episode, Josh High dives deep into seller "ghosting", and he unpacks the psychology behind them ignoring you. Learn proven strategies to reconnect, close more deals, and turn a difficult challenge into an opportunity for growth. Josh shares actionable tips on setting clear expectations, crafting follow-up messages that get responses, and building trust to create long-lasting business relationships.
What You’ll Learn in This Episode:
- Why sellers ghost you and how perception affects trust-building.
- Understanding sales resistance and the fears prospects commonly face.
- Building real rapport through credibility instead of surface-level conversation.
- Recognizing and addressing non-committal language in conversations.
- Two follow-up strategies guaranteed to bring back lost deals.
- The "Ghost Text" strategy and why it’s ridiculously effective.
- Turning ghosting into an opportunity to greatly improve your sales techniques.
Timestamps:
- (1:24) Understanding pipeline bottlenecks and tracking the right KPIs for growth.
- (3:42) Measuring deal flow efficiency and identifying sales process gaps.
- (7:15) The impact of dialing expectations and setting achievable sales targets.
- (10:48) Why tracking talk time can lead to bad sales behaviors and inefficiencies.
- (14:30) How spammed phone numbers reduce connection rates—and how to fix it.
- (18:20) Prioritizing high-quality leads vs. low-value cold calls for better results.
- (22:05) The hidden sales process gaps that cause deals to fall through.
- (26:40) Five reasons sellers ghost and proactive strategies to prevent it.
- (30:15) Handling objections effectively to increase signed contracts.
- (34:00) The 6-step KPI review process to eliminate bottlenecks and scale predictably.
Follow Tiffany and Josh
- Tiffany Instagram: @tiffanyhighofficial
- Josh Instagram: @joshhighofficial
- Website: Results Driven REI
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