Why do prospects ghost you, even after showing interest? In this episode, Jessen James breaks down the psychology behind ghosting in sales and business. Learn why people disappear, what their behaviour is really telling you, and how to reduce ghosting by understanding the person behind the decision.

Key Takeaways

Discover why you should never take ghosting personally, how to identify the trigger behind someone’s behaviour, and why future pacing can make a major difference. Jessen also explains how to create stronger commitment and set expectations without chasing, pressuring, or coming across as desperate.

Highlights

Learn how to handle busy and flaky prospects differently, address the elephant in the room before it becomes a problem, and encourage people to communicate honestly. The episode also explores how repeated ghosting can affect your sales state, and why developing thicker skin is essential for long-term success.

Listen to the full episode. If you need support with your sales journey, email us at success@jessenjames.com.

About the host:

Jessen James

Jessen has spoken to and trained thousands of entrepreneurs all over the world and has been featured on Channel 5's Rich House Poor House.

Having built, bought, and sold multiple businesses himself, Jessen has had some amazing wins and some rather spectacular fails too! He now dedicates his time to serving others to better their lives and businesses by sharing his learnings. Get in touch today.

CONTACT DETAILS

Website: https://www.jessenjames.com/

LinkedIn-https://uk.linkedin.com/in/jessen-james-%F0%9F%91%88%F0%9F%8F%BD-31380968

Twitter: https://twitter.com/jessenjames7

EMAIL: success@jessenjames.com

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Send in a voice message:

https://podcasters.spotify.com/pod/show/mindovermoney/message

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Send in a voice message:

https://podcasters.spotify.com/pod/show/mindovermoney/message

Why do people agree to something, then disappear? In this episode, Jessen James breaks down the psychology of commitment and why prospects often hesitate to follow through. Learn how understanding what makes commitment feel uncomfortable can help you create stronger conversations and move deals forward.

Key Takeaways

Discover why people resist commitment, how past experiences can influence their decisions, and why small commitments can be more powerful than asking for a big one. Jessen also shares practical ways to secure genuine commitment, reduce no-shows, and help prospects take the next logical step.

Highlights

Learn how to use micro-commitments to increase follow-through, uncover potential obstacles before they happen, and create accountability without sounding pushy. Jessen also explains why salespeople should focus less on “selling” and more on helping prospects make better decisions through stronger communication and influence.

Listen to the full episode. If you need support with your sales journey, email us at success@jessenjames.com.

About the host:

Jessen James

Jessen has spoken to and trained thousands of entrepreneurs all over the world and has been featured on Channel 5's Rich House Poor House.

Having built, bought, and sold multiple businesses himself, Jessen has had some amazing wins and some rather spectacular fails too! He now dedicates his time to serving others to better their lives and businesses by sharing his learnings. Get in touch today.

CONTACT DETAILS

Website: https://www.jessenjames.com/

LinkedIn-https://uk.linkedin.com/in/jessen-james-%F0%9F%91%88%F0%9F%8F%BD-31380968

Twitter: https://twitter.com/jessenjames7

EMAIL: success@jessenjames.com

---

Send in a voice message:

https://podcasters.spotify.com/pod/show/mindovermoney/message

---

Send in a voice message:

https://podcasters.spotify.com/pod/show/mindovermoney/message

Every sales conversation is a diagnosis. In this episode, I explain why the best salespeople don't rush to pitch; they gather information first. Drawing on my background as a psychiatric nurse, I share how understanding a prospect's real problem leads to better conversations, stronger influence, and more consistent sales.

Key Takeaways

You'll learn what to diagnose at every stage of the sales process—from identifying genuine urgency to uncovering the true problem behind a prospect's words. I also explain why accepting surface-level answers is a mistake and how asking better questions positions you as the trusted expert.

Highlights

Discover why every email, call, meeting, and message reveals valuable buying signals. I break down how to think like a clinician instead of a salesperson, diagnose resistance before it becomes an objection, and guide prospects toward the right solution without sounding pushy or desperate.

Listen to the full episode. If you need support with your sales journey, email us at success@jessenjames.com.

About the host:

Jessen James

Jessen has spoken to and trained thousands of entrepreneurs all over the world and has been featured on Channel 5's Rich House Poor House.

Having built, bought, and sold multiple businesses himself, Jessen has had some amazing wins and some rather spectacular fails too! He now dedicates his time to serving others to better their lives and businesses by sharing his learnings. Get in touch today.

CONTACT DETAILS

Website: https://www.jessenjames.com/

LinkedIn-https://uk.linkedin.com/in/jessen-james-%F0%9F%91%88%F0%9F%8F%BD-31380968

Twitter: https://twitter.com/jessenjames7

EMAIL: success@jessenjames.com

---

Send in a voice message:

https://podcasters.spotify.com/pod/show/mindovermoney/message

---

Send in a voice message:

https://podcasters.spotify.com/pod/show/mindovermoney/message