This is a Guest post by Jill Konrath of Selling To Big Companies.

Doesn’t it bug you when potential clients stop returning your call? It’s especially difficult when they have been showing interest in moving forward with you just a few weeks before.

In the beginning, you assume that their lack of receptiveness is a condition that will immediately self-correct. But after constant unsuccessful efforts to connect, you begin to question your own sanity.

As a salesperson, it is vital to determine why this is happening prior to doing something. Based from experience, the following are the common reasons why prospects disappear into “the black hole.”

1. They’re pre-occupied with other things.

No doubt this is the most common reason. In all companies today, people are too busy with appointments and tasks, and barely have enough time to accomplish everything.

2. Change of priorities.

This can happen suddenly. A change in market conditions, poor third quarter sales, and new management can influence people in changing their priorities. When something like this happens, it is impossible to regain your momentum in a short period of time.

3. Lack of importance.

Salespeople often misunderstand a potential client’s interest level with a need to take action today. And because of this, they tend to divulge all the amazing details about their offering instead of establishing a business case for instant change.

4. Column fodder.

Sometimes, providing comparative bids/ pricing to potential clients can justify their decision to go with another company.

5. The prospects feel they know everything.

When clients feel that they have everything they need, all the details, information, and facts, they won’t be interested in speaking with you anymore.

Different causes call for different measures. Prevention is better than cure. You can prevent some of these causes by doing things differently in your customer interactions.

Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She’s a frequent speaker at annual sales meetings, kick-off events and professional conferences. For timely and provocative sales advice, visit www.SellingtoBigCompanies.com.