"You have had a promising conversation with your customer. They nodded, said they liked your offer, maybe even said, "Yes, sounds good." But then there was no follow-up, no payment from that customer and you see zero sales. If this has happened more than a few times, you're not alone. According to a HubSpot study, 60% of customers say "yes" or show interest during a sales process but end up ghosting before the transaction is completed, at least four times before they buy."
"Sometimes your customer may say yes just to end the conversation and avoid conflict. In sales, politeness can be your biggest illusion. The prospect may have no real intention to buy, but they nod, smile and may say, "I'll think about it," or "Send me the link." We often take that as a green light. But it is not. What to do: Instead of asking, "Are you interested?" you can ask something slightly more specific, such as "What concerns do you still have?""
Many prospects express agreement during sales conversations but subsequently ghost and do not complete purchases. Sixty percent of customers report saying yes or showing interest during a sales process but then ghost before completing a transaction, often multiple times before buying. The gap between an initial yes and actual checkout stems from clarity problems, trust issues, and bad timing. Some prospects agree purely to avoid rudeness or to end the conversation, causing false positives in lead qualification. Specific closing questions such as "What concerns do you still have?" or "Are you ready now or down the line?" can surface real objections. Trust typically requires multiple interactions; customers may hesitate over brand reliability, return policies, or delivery promises.
Read at Entrepreneur
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