Salespeople: Stop chasing dead deals
Ghosting is what happens when the buyer is more scared than you.
Salespeople overcomplicate ghosting
It’s not a mystery. If a buyer stops replying, it's usually one of three things:
They weren’t sold. You thought they were. They weren’t.
They’re not ready. But you forced urgency that wasn’t there
They’re embarrassed. Because they ghosted, and now they feel awkward.
None of these are solved by more emails.
That “just checking in” note? It’s annoying.
That “bumping this up” message? It’s noise.
Your buyer isn’t ignoring you, they’re avoiding the situation.
See also: The Goodbye Email Framework
3 Steps
1. Lower the stakes
Instead of pressure, use permission
Example: “Totally get it if this isn’t a priority right now. Want me to check back in 90 days?”
2. Offer a graceful exit
Don’t cling to ghost deals
Try: “No pressure at all, I can close this out if now’s not the right time”
3. Be blunt, but kind
Buyers respect honesty
Example: “I’ve seen this go quiet before when teams hit internal blockers. Want to just level with me?”
Sales is about momentum.
If you’re stuck in ghost purgatory, stop pretending it's alive.
Either revive it or let it die fast.
The win isn’t chasing deals. It’s freeing up energy for the ones who are ready to buy.