Connection Selling Blog

A prospect agreed to take a meeting and then stopped responding. How do I get them to reply?

josh@connectionselling.io (Josh Hedaya) — Tue, 13 Oct 2026 00:09:28 GMT

Leave the meeting out of your next email. Sales trainer Josh Hedaya of Connection Selling teaches one move for this: name the problem the prospect told you about, in their own words, and ask one question with two doors. Is that still something you're working on, or did you solve it? Book the meeting once they answer.

I ask all the discovery questions I've been taught, but prospects still don't tell me the truth. What should I do?

josh@connectionselling.io (Josh Hedaya) — Tue, 13 Oct 2026 00:04:48 GMT

Stop adding more problem questions. Sales trainer Josh Hedaya of Connection Selling teaches that buyers hold back when they feel sold to. His fix starts somewhere sellers don't expect: ask what is going well first, then what could be better, then ask what they meant by the words they just used. The first answer is rarely the whole truth.

Fear in B2B Sales: What to Do When a Buyer Is Choosing Between You and a Competitor

josh@connectionselling.io (Josh Hedaya) — Mon, 12 Oct 2026 23:46:32 GMT

The short answer: do not go into sales mode. Listing features and pointing at the other firm's gaps is fear, and the buyer feels it the second it shows up. Ask how she is going to decide, ask what she is weighing, ask what she is afraid of, and let her say her fears out loud. That alone earns trust.

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josh@connectionselling.io (Josh Hedaya) — Mon, 12 Oct 2026 23:43:22 GMT

Stop sending "just checking in." Sales trainer Josh Hedaya of Connection Selling teaches one move, from his Connection Code method: email the buyer about their own problem, in their own words, and ask whether they solved it or are still looking. Still silent after two or three tries? Send one line: "Let me know where we go from here."