“When your prospect keeps ghosting your contract like it’s a bad Tinder date... it’s time to talk strategy.” -someone, at some point, probably

That’s what we’re covering today.

But first.

🎉 We’ve Got Jack Pittas!

That’s right. Jack Pittas just stepped into our Funnel Vision spotlight—and he’s not holding back. 💥

From cutting through sales noise to sharpening your pitch, Jack’s dropping truth bombs that’ll have you rethinking your entire approach. 🚀

🎬 Watch the full interview now (and upgrade your sales game).

Now to the show.

❓️To the mailbag…

📩I’ve been working with a prospect who has verbally committed several times to signing my agreement.

Yet each time we get close, they either delay, say they need more time, or promise to "get it done this week"—but nothing ever happens.

It’s been weeks—scratch that—months of this back-and-forth. I’m starting to feel like I’m chasing a ghost.

How do I handle this without being aggressive, but also without wasting more time?

Stan J., Sales Training Consultant, Bozeman, MT.

 🤦‍♀️Promises Made, Promises [not] Kept

Stan, we feel your pain.

I’m reminded of high school. It was hard enough summoning the courage to ask a girl to a Homecoming.

But waiting was even worse, especially when you had to stand at her locker as she decided if you were cool enough to say yes.

Welcome to: The Classic ‘I Swear I’ll Sign’ Routine…

Corporate America is chockfull of vacillating decision makers. These toe-dippers are loath to commit.

Or so it seems.

Here’s the truth: If your prospect wants to sign, they will.

If they can sign, they will.

If they should sign? That’s where the train may veer off the track. Somewhere between enthusiasm and action, hesitation creeps in.

Why is this happening…

Is it because your prospect likes spinning your wheels? Is it a price reduction Jedi mind trick? Or might they be too busy streaming White Lotus Season 3?

Possibly all three. For now, let’s dig into possible motives behind all that exasperating stalling.

💍 Reason 1: Commitment Phobia

Elana recently spoke to a business owner who made this surprising comparison.

“Signing a contract feels like getting hitched—except instead of ‘til death do us part,’ it’s more like ‘til payment is due.’”

Your prospect may dig your offerings yet feel overwhelmed by the obligation. What if I later regret it? Goes such thinking.

What if you don’t deliver? is another worry.

They might even be hung on pre-buyer’s remorse: what if I sign—and then a better offer comes along.

🛠️ How to fix the problem:

👉️Remove the sting by making a commitment feel like less of a gamble.

👉️Offer a risk-reversal like a guarantee or trial period.

Speaking of nuptials, one service provider we know calls this “dating” a client until they’re ready to wed.

🏢 Reason 2: Corporate Drudgery

In Hollywood, scripts can get stuck in development hell, “when the development of a film, TV show, or video game is paused, often due to technical, legal, or artistic challenges,” according to Studio Binder.

If you’re dealing with a larger corporation, the fault might not lie with the person you’ve been courting—your proposal could be languishing in Approval Hell.

🛠️ How to fix the problem:

If your contact wants to sign but needs buy-in from Legal, Finance, or Stu from Accounting, you can get involved.

Not in a pushy manner. Instead, inquire as to their process, politely working with them to move things along.

The key is to not be pushy. Instead, become an ally to your prospect—helping them push that boulder up the mountain.

👀 Reason 3: They’re Shopping On You

If you’ve done your job well, your prospect loves your proposal. That doesn’t mean they’re not checking to see if someone else can match it.

It hurts to think that even though they’ve told you yes, they may still be playing the field.

However, the truth is, they may be gauging to see who can offer the same quality product or service cheaper or faster.

🛠️ How to fix the problem:

Spy on them.

Kidding.

Instead, we recommend a mild urgency strategy. Kindly let them know your schedule is filling up. Say that you need to know if you can expect their commitment by a certain date. Then let FOMO do the rest.

You’d be surprised at how being in demand can really help you close.

🧠 Bottom Line

Prospects can be fickle for many reasons. Exasperating at times, the uncertainty of the sale is what makes it so much fun. And challenging.

Speaking of fun, keep sending us queries — we love them.

You’ve got burning sales questions, we got your answers.

To your sales success, 🚀 

Elana and Ryan