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Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

Never Help the Prospect End the Interview

9/21/2020

 
By Cal Thomas, Sandler Training
What’s the least comfortable you’ve ever been during a discussion with a prospect? 

​We've all been on sales calls where things have gotten a little awkward. It is probably not difficult at all for you to recall a time when the prospect you were talking to was acting uninterested…or maybe even a little bit hostile. How did you respond? How would you respond if you found yourself in such a situation again?
When a discussion started going south and seemed unlikely to improve, maybe your first inclination was to thank the prospect for his or her time, shake hands, and end the meeting. Here's some advice. Don't.
 
Hang in there. Your job now is to ask a question that puts the real issue on the table. You are in the reality-discovery business. Tactfully, professionally, firmly find out what is going on.
 
Chances are it's not you that's the problem. Maybe it's your company's past performance that's the real issue. Or perhaps the buyer has had an issue with another company that has sold similar products or services to yours; perhaps those past problems are being projected onto your current discussion. Or maybe another salesperson in another industry did something that has nothing to do with you or what you are offering. Maybe there is an internal political problem of some kind that is affecting the prospect's mood. Who knows? The person might simply have gotten a terrible night's sleep.  The point is, you must call time-out and ask what is really going on. You will never find out unless you ask!
 
Let's suppose your prospect's name is Bill. The conversation you create might sound something like this:  "Bill, you seem a little bit skeptical. Is there something that I've said or done that makes you feel this way? And if there is, could we talk about it?"
 
Alternatively, you could say something like this: "Bill, I am sensing that there is a problem. Would it be okay if we talked about that for a minute?"
 
You may find some way of expressing the same basic idea that doesn't use either of these models but uses your own words.  That's fine. The important thing is that you ask what is going on when you can clearly sense that there is something wrong.  Asking a question like this takes the pressure off you. It encourages the prospect to begin working through the issue, whatever it is. And it helps both of you to identify the roadblock, deal with it, and get back to the interview.
 
The next time you're in an uncomfortable sales call, don't bail. Hang in there and remember this simple selling rule: Never help the prospect end the interview!

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    Please Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

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Mission: The Morris County Chamber of Commerce collaboratively advances the interests of its members to champion a thriving business and community environment.
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  • About
    • Chamber Team
    • Our Mission
    • The President's Desk
    • Morris Business Cabinet
    • Board of Directors
    • What Members Are Saying >
      • Share a Testimonial
    • Frequently Asked Questions
    • Forums & Committees >
      • Committee Chair and Vice Chair Application
      • Ambassadors Council >
        • Ambassadors-Only Resources
      • Business Development Forum
      • Business Strategy & Tactics Forum
      • Environmental & Sustainability Forum
      • Government Affairs
      • Health & Wellness Forum
      • Hispanic Affairs Council
      • Human Resources Committee
      • Not For Profit Roundtable >
        • 2021 NFP Excellence Award Honorees
        • Nonprofit Donations
        • Not For Profit Conference Scholarship App
      • Real Estate Forum
      • Tech Talk Forum
      • Women in Business Program
      • Young Professionals Forum
    • Staff Forms - Internal Use Only
  • Why Join?
    • Join Our Chamber
    • Retail Restaurant Membership
    • Member Benefits
    • The Value of Membership >
      • Grow Your Business
      • Build Your Brand
      • Professional Development & Education
      • Government Advocacy
      • Community Outreach & Volunteering
    • Grand Opening Support
    • Member Marketing Opportunities
    • Enhance Your Directory Listing
    • Member to Member Deals
    • Member Referral Bonus
    • Connect to Morris Job Bank
  • Events
    • Chamber Event Calendar
    • Member Events Calendar
    • 100th Annual Meeting Program
    • Signature Events & Programs
    • Submit an Idea for an Event
  • Find A Member
    • Searchable Business Directory
    • Nonprofit Organizations >
      • Not for Profit Spotlight
    • Professional Services >
      • Accounting, Auditing and Related Services
      • Advertising, Marketing and Related Services
      • Aerospace & Defense
      • Attorneys and Legal Services
      • Architectural, Engineering and Surveying Services
      • Banking and Financial Services
      • Business Consulting and Professional Services
    • Retail, Restaurants, & Service Providers >
      • Arts & Entertainment
      • Auto / Trucks
      • Catering & Food Products
      • Child Care & Day Care
      • Cleaning Services
      • Contractors
      • Decorating & Organizing Services
      • Environmental Services & Recycling
      • Event Planning
      • Farm & Agriculture
      • Fitness & Wellness
      • Health Care
      • Home & Garden
      • Hotels & Conference Centers
      • Moving & Storage
      • Personal Development & Coaching
      • Pet Care
      • Photography & Video Services
      • Restaurants & Bars
      • Retail Stores
      • Senior Care & Related Services
      • Shipping & Delivery
      • Travel & Leisure
    • Higher Education Partners
  • News & Info
    • Member Exchange Online Community
    • Chamber Magazines
    • Coronavirus News
    • Business Resources
    • News Around the Chamber >
      • Submit a Press Release
      • Submit a Neighbors Helping Neighbors Story
    • MCCC Blog >
      • Contribute to Our Blog
    • Chamber Newsletters
    • Social Media
  • Programs
    • Economic Development Corp.
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    • Leadership Morris >
      • Leadership Morris FAQs
      • Leadership Morris Application
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      • Leadership Morris Alumni Council
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  • MCTV
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