How to Prevent Ghosting in Sales
You had a great meeting, the prospect seemed excited, and then… silence. Ghosting doesn’t just hurt your ego; it kills your pipeline.
In this episode of Ask The Professor, Ben Hippeli is joined by a recurring guest Max Kent, a top sales professional and CEO of Procure Services LTD, to discuss the modern sales phenomenon known as ghosting. They explore why prospects suddenly go silent, often attributing it to the fear of being sold to or a simple lack of perceived value. Drawing from their experience, they discuss how the “cat and mouse” game of chasing prospects can waste tame and make a salesperson look desperate rather than professional.
The core of the discussion focuses on taking control of the sales process from the very first interaction. Max and Ben emphasize that salespeople need to maintain professionalism, confidence, and provide value so they do not have to chase down a prospect.
Here’s what you’ll walk away with from this episode:
- Never Leave Without a Date: Once you leave a meeting without a follow-up date, you have officially entered the “cat and mouse” chase.
- Value-Driven Follow-Ups: People don’t ghost because they are rude; they ghost because they forget the value of the conversation.
- Seek a “No” Over a “Maybe”: A “no” is a successful qualification. It’s better to get a direct rejection during a meeting than to waste weeks chasing a prospect who was never going to buy.
- Avoid the “Desperation” Trap: High-performing salespeople have a planned cadence; they don’t look desperate by chasing every lead until they’re “blue in the face.”
- Control the Process: By professionally managing the timeline and the next steps, you build trust and demonstrate that you are a problem-solver, not just a vendor.
Is your sales team losing momentum in the “cat and mouse” game?
Don’t let your pipeline disappear into the shadows.
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In this episode of Ask The Professor, Ari Justice and Professor Ben Hippeli discuss how leaders can leverage DISC to clarify expectations and gain real commitment from your team.
Leaders will learn how different DISC styles interpret clarity, what commitment actually looks like for each style, and why teams often say “yes” but fail to follow through. Through real-world examples and live audience questions, Ben and Ari show how to tailor communication, prevent overcommitment, and keep projects moving – without frustration, micromanagement, or burnout. This episode is especially valuable for leaders preparing their teams for bigger goals, higher expectations, and increase complexity.
What is DISC?
DISC is a powerful framework that breaks down human behavior into four primary styles — Dominance, Influence, Steadiness, and Conscientiousness. By understanding these styles, leaders can recognize their own tendencies while adapting their approach to better connect with their team.
Here’s what you’ll walk away with from this episode:
- Clarity looks different for every DISC style: Clarity is not one-size-fits-all. Leaders who tailor their message to their team’s DISC style dramatically increase execution.
- Gain true commitment: True commitment goes beyond verbal agreement. By defining what success looks like for each style, leaders can confirm alignment before the work begins.
- Commitment needs trust: Teams must feel safe raising concerns, admitting mistakes, and challenging ideas. Without that foundation leaders get compliance at best.
- Manage overcommitment: High energy team members often overcommit and lose focus. Support them by surfacing blind spots, clarifying competing priorities, and using regular check-ins that reinforce accountability without killing enthusiasm.
- Identify DISC in the field: By watching how people communicate, professionals can quickly adjust how they clarify, coach, and respond in real time.