Two steps from the Sandler seven-step system are vital to helping you avoid being "Ghosted" by your prospects. Use the Sandler Pain step to maximize the emotional connection that a prospect has to their target outcome. This will increase their motivation and their bonding with you. With more commitment and mutual respect, they are less likely to go into hiding.
The Sandler Post-Sell step is used whenever we want to maximize the chances that a prospect follows through on any commitments they make. We ask for a second confirmation on an agreed upon commitment, while allowing your prospect an out. They will either commit a second time or if they make excuses, we can address any weaknesses in the follow through now.