Stop Getting Ghosted: How to Exorcise the Specters from Your Pipeline (And Close Faster!)

Let’s talk about something scarier than a 3 PM “quick sync” with procurement…

Ghosting. It’s the modern plague of pipelines everywhere.

You crushed the discovery call.
They said, “This is exactly what we need!”

You sent the proposal, followed up twice…

And now? Nothing. Nada. Radio silence so deafening you can hear your own commission crying.

Here’s how to prevent Casper from haunting your pipeline in the first place and actually getting deals across the finish line faster.

1. Always Set the Next Step (BNASTY = Best Next Action Step Toward Yes)
Before you end any meeting, get a calendar invite on the books.
Don’t say “I’ll follow up next week.” That’s like saying “Let’s hang out sometime” after a Tinder date.
Be specific. Be bold. Be booked. Every meeting should end with setting up the next meeting.

2. Get Agreement on the Buying Process Early
You think they’re the decision maker. They think “it has to go to committee.” Suddenly you’re starring in Waiting for Godot: Procurement Edition.
Fix that by asking:
👉 “Can we walk through how decisions like this usually get made on your team?” Here’s how I actually like asking that question: “Out of curiosity, the last time your company made a decision like this, how’d you go about it and who was involved?”
If the person says anything other than, “I did my research then chose the vendor I wanted,” you’re probably not speaking to a decision-maker.

Simple. Game-changing.

3. Use Humor to Stay Human
If a deal goes quiet, try this follow-up:

“Hey [First Name], I’m starting to wonder if you’ve been abducted by aliens or if my emails have entered the Witness Protection Program. Should I send snacks or just follow up next week?”
You’ll stand out. You’ll get a reply. You’ll prove you’re not a bot.

Alternatively, you can send a “SHOULD I CLOSE THE FILE???” email. Works great.

4. Ask for a “No”
Yep. Ask for a no. Why? Because it clears the air and gets the real truth on the table.

“If it’s not a fit, that’s okay—just let me know so I don’t keep bugging you like your uncle forwarding conspiracy theories.”

Learn to love the word “No.” It’s almost as good as getting a, “Yes.” Almost. But it’s way better than everything else, like, “I have to think it over” or “I have to talk to the committee.”

Bottom line:
The faster you bring honesty, clarity, and humanity to your sales process, the faster you’ll close business. And the fewer ghosts you’ll collect along the way.

Now go out there and make sales happen. No séances required.