You despatched the video. They stated they had been . And now? Nothing. They’ve gone utterly darkish.
You’re not coping with unhealthy prospects. You’re coping with repellent vitality, and it’s coming from you.
The Actual Cause You’re Getting Ghosted
Right here’s the arduous fact Ray Higdon lays out plainly: chasing begins the second your posture slips.
The second your vitality shifts from assured chief to keen pleader, the prospect feels it. And so they go silent. Not as a result of they’re impolite. As a result of they’re responding precisely to what you’re projecting.
“As quickly as there’s an vitality of chasing, begging, bugging, all of that eagerness, that desperation, that neediness, you’re so simply ignored.” — Ray Higdon
That is what Ray calls repellent advertising and marketing. It doesn’t matter how good your product is. In case your vitality says “I want this sale,” the prospect will disappear.
The repair isn’t a greater follow-up script. It’s understanding two foundational ideas: posture and place.
Step 1: Perceive What Posture Truly Means
Posture will not be vanity. It’s not toughness. It’s a particular talent.
Posture is the administration of the vitality of the dialog.
While you’re postured, you don’t want the prospect’s acceptance, approval, or settlement. what you will have. You lead the dialog with calm confidence, not desperation.
The untrained rep does the other. When a prospect pulls away, the untrained rep leans in more durable.
Prospect: “I don’t know if it is a match for me.” Untrained rep: “No, no, it’s superb! It modified my life. You’re gonna find it irresistible.”
That response? It alerts neediness. It shoots your posture within the foot.
The postured response is to mirror their pullback:
“Yeah, you recognize, it is probably not. Have you learnt anybody that does wish to make some extra cash?”
That one shift modifications your entire dynamic. Immediately, you’re the one who isn’t chasing. And that’s magnetic.
Step 2: Cease Overshooting Their Place
That is the place most reps blow it, even after they begin robust.
Place will not be the place you’re. It’s the place the prospect is.
The dialog ought to solely transfer as quick because the prospect strikes. When they comply with watch a video, they’ve taken a small step ahead. That’s it. One small step.
However then the rep says: “Oh man, you’re gonna find it irresistible! This video’s incredible. Be sure you watch the entire thing!”
That’s overshooting their place. And lots of people are contrarian. They really feel pushed, and so they pull again. Then they go quiet.
The postured transfer after they are saying sure to the video is easy:
“Cool. Yeah, the video will do a superb job to see if it’s a match for you or not. It might or is probably not.”
That’s it. You meet them precisely the place they’re. No hype. No strain. No overshoot.
The second you converse above a prospect’s place, it appears like a push. And pushes create resistance.
Step 3: Use Concern of Loss When They Don’t Watch
So that they requested for the video. They didn’t watch it. Now what?
Most reps say one thing like: “Hey stunning! Hey celebrity! Did you get an opportunity to look at that? You’re gonna find it irresistible!”
That strategy confirms you’re chasing. And so they ignore you.
Right here’s what Ray says each single time:
“Cool, no drawback. I’ve lots of people that did watch the video. I simply must prioritize my time and get again with them. I’ll circle again with you within the subsequent week or so.”
That response does one thing highly effective: it creates concern of loss.
One in every of two issues occurs subsequent. Both they reveal they had been by no means truly , which saves you time. Or they instantly wish to re-engage as a result of they sense you’re transferring on.
Both consequence is a win.
The perfect closers Ray has ever labored with personally shut about 30%. Corridor of Fame baseball gamers hit three out of ten pitches. When you get good at posture and place, ten conversations ought to yield three closes. That’s a profession.
The Posture Examine
If prospects are going silent after exhibiting preliminary curiosity, the issue isn’t them. It’s the vitality you’re bringing to each touchpoint of the dialog.
You’re leaning in when you have to be pulling again. You’re overshooting place when you have to be matching it. You’re following up with flattery when you have to be creating shortage.
Posture and place are learnable abilities. The reps who grasp them don’t simply shut extra. They cease dreading follow-ups completely, as a result of they’re now not chasing anybody.
If you wish to go deep on this, Ray has a free 90-minute coaching constructed particularly round these ideas. It walks via posture, persuasion, and shutting in a manner that’s sensible and instantly relevant.
Test it out at Posture, Persuasion & Closing the Sale. Simply enter your title and e mail and watch the entire thing.
Able to Cease Getting Ghosted?
The dialog doesn’t should really feel this irritating. While you lead with posture, you cease repelling the very individuals who need what you will have.
Begin by watching the free coaching. Then return to your subsequent follow-up with this query in thoughts: Am I assembly them the place they’re, or am I overshooting their place?
That consciousness alone will change your outcomes.
