Let's talk about the silent killer in your pipeline: ghosting.

You had a great call. The buyer loved it. Then... nothing.

The truth? Most ghosting isn't personal. It's psychological.

Each Buyer Code has a ghost trigger. Miss the signal, and you lose them — sometimes forever.

Analyzer

Ghosts when: you skip the proof.

Fix: Send ROI models, third-party data, or a technical case study.

Validator

Ghosts when: they feel alone.

Fix: Share testimonials, logos, or connect them with a current customer.

Visionary

Ghosts when: it feels too tactical.

Fix: Open with future-state wins and tie your solution to their bigger picture.

Defender

Ghosts when: they feel exposed.

Fix: De-risk implementation and involve their compliance/ops team early.

Closer

Ghosts when: you drag it out.

Fix: Get to the point. Pricing, timeline, link to sign.

Wrap-Up

You can't eliminate ghosting — but you can predict and prevent most of it.

When you learn to recognize Buyer Codes, you stop shooting in the dark.

That's the difference between average reps and elite ones.

Study the codes. Spot the triggers. Close the gap.