Morris County Chamber of Commerce
  • JOIN
    • Become a Member
    • Premier Membership
    • What Members Are Saying >
      • Share a Testimonial
    • Membership Inquiry
    • The Value of Membership >
      • Grow Your Business
      • Build Your Brand
      • Professional Development & Education
      • Government Advocacy
      • Community Outreach & Volunteering
    • New Member Survey
    • Power of Connection
  • About
    • Chamber Team
    • Our Mission
    • Our President
    • Board of Directors
    • Morris Business Cabinet
    • President's Circle
    • Chamber Champions
    • Ambassadors Council
    • Inclusivity Advisory Council
    • Frequently Asked Questions
    • Code of Conduct & COVID Policy
  • Membership
    • Member Benefits
    • Forums & Committees >
      • Committee Chair Application
      • Business Development Forum
      • Business Strategy Forum
      • Health & Wellness Forum
      • Not For Profit Roundtable
      • Real Estate Forum
      • RISE Morris: Young Professionals Forum
      • Women in Business Program >
        • WIB Event Committee
    • Member to Member Deals
    • Member Marketing Opportunities
    • Grand Opening Support
    • Conference Room Usage
    • Member Referral Bonus
    • Connect to Morris Job Bank
  • Events
    • Chamber Event Calendar
    • Member Events Calendar
    • Signature Events & Programs
    • Golf Donations 2025
    • Event Photos
    • Submit an Event Idea
    • CCM Grant-Supported Training
  • Directory
    • Searchable Business Directory
    • Nonprofit Giving Guide 2024
    • Member Spotlights
    • Enhance Your Directory Listing
  • News & Info
    • Electronic Certificate of Origin
    • Business Resources & Info
    • Chamber Magazines
    • News Around the Chamber >
      • Around the Chamber Archive
      • Submit a Press Release
    • MCCC Blog >
      • Contribute to Our Blog
    • Members' Bookshelf >
      • Members Library Submission
  • Programs
    • Economic Development Corp
    • EDC Business Counseling
    • Public Policy Series
    • CEO Round Table
    • Lead Morris >
      • Lead Morris Program
      • Lead Morris Alumni Council
      • LEAD Morris Alumni Directory
      • Lead Morris FAQs
      • Lead Morris Application
      • LEAD Morris News & Info
      • Share a LEAD Morris Testimonial
    • Women In Business >
      • Women in Business Mastermind
      • Women in Business Executive Round Table
      • Women in Golf Program
    • Entrepreneur Roundtable
    • Thrive Morris >
      • Thrive Morris Community Leaders
      • Thrive Morris Blog
      • Contribute to the Thrive Morris Blog
  • Member Portal

MCCC Blog

Click Here to submit an article for our blog. 
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

7/15/2021

 
Picture
by Cal Thomas, Sandler Training
We have all been in situations where we are on a sales call, and we get the sense that the other person has checked out of the discussion for some reason. Maybe there is an uncomfortably long silence on the phone. Maybe we can see the other person looking disengaged, making faces, getting distracted, or checking their phone.

The question is, what do we do then?
Let’s start by looking at what we don’t want to do. We don’t want to let our own personal discomfort drive the whole conversation into the ditch. That’s what happens if we let our feelings of being ignored or discounted by the other person make us say something like “Well, hey, thanks for inviting me in today. Let's get together again sometime next week. When are you free?”

That’s an extremely common response from salespeople in this situation and it’s understandable enough. If we feel uncomfortable, we may feel like we just want to get out of there! But that’s definitely not the response we want to make. Why not? When we say that, we are helping the prospect end the interview… even though we don't know why the disconnect that made us so uncomfortable is happening!

We need to find out what is going on. If we are talking to somebody who just doesn't look like they are engaged, who has suddenly gone all silent, or has started grimacing, we have a mystery that we need to solve. We need to start channeling our inner Sherlock Holmes -- not running for the door.

Why did the person disconnect from the conversation? Is it because they have a real problem, and they are feeling uncomfortable about that problem. Whatever it is and whatever they are experiencing, it's right in front of you. If that is the case, the disconnect we are seeing could actually be a good thing … if we find out what that problem is. Is their problem that their boss gave them something to do, and they feel they haven’t been able to solve the problem and they don’t know what to do about that?

Or...is the problem that they love your competitor and they wish this conversation were over?

Or...is the problem that they’ve got a case of indigestion?

Who knows? It could be any of those things. It could be something entirely different. We have no idea, but it is our job to find out.

And here is the rule that will help us to do that. If you feel it, say it. What would following that rule look like in this setting? It might sound something like this: “Hey, Steve, you know what? Just now, I got the feeling that I may have said something that took us offline or maybe even upset you -- for which I apologize. Help me understand. Did I create a problem somehow?”

Guess what is going to happen next? Nine times out of ten, Steve will tell you what is really going on. He will get you back on track. You will have a much better idea of what you should do next.

So don't end the meeting for the prospect. If things get awkward, don't run for the door. Instead, find a way to ask the other person what is going on. You may be able to put the meeting back together. Even if you can’t, you will know where you stand.
“When I speak to your counterparts in other organizations, I typically find that the top three issues that they may be experiencing are (issue one), (issue two), and (issue of three). Do any of those sound familiar to you?”
 
Congratulations! You’ve started a conversation – one that will give you the opportunity to pose more questions. If you make a habit of taking full advantage of that opportunity, you are going to see for yourself that conversations beat presentations every time.
 
Pick up a copy of this report, 3 Ways to Deliver an Effective Sales Presentation.
 
Register for a FREE Sandler Training session here: tailwind.sandler.com

Comments are closed.

    Archives

    June 2025
    May 2025
    April 2025
    March 2025
    February 2025
    January 2025
    December 2024
    November 2024
    October 2024
    September 2024
    August 2024
    July 2024
    June 2024
    May 2024
    April 2024
    March 2024
    February 2024
    January 2024
    December 2023
    November 2023
    October 2023
    September 2023
    August 2023
    July 2023
    June 2023
    May 2023
    April 2023
    March 2023
    February 2023
    January 2023
    December 2022
    November 2022
    October 2022
    September 2022
    August 2022
    July 2022
    June 2022
    May 2022
    April 2022
    March 2022
    February 2022
    January 2022
    December 2021
    November 2021
    October 2021
    September 2021
    August 2021
    July 2021
    June 2021
    May 2021
    April 2021
    March 2021
    February 2021
    January 2021
    December 2020
    November 2020
    October 2020
    September 2020
    August 2020
    July 2020
    June 2020
    May 2020
    March 2020
    February 2020
    December 2019
    November 2019
    October 2019
    September 2019
    August 2019
    July 2019
    June 2019
    May 2019
    April 2019

    Categories

    All
    Around The Chamber
    Business Advice
    Business Development
    Business Edge Magazine
    Chamber News
    Coaching
    Entrepreneurs
    Events
    Finance
    Government Affairs
    Health & Wellness
    Home & Garden
    Human Resources
    IT
    Leadership Morris
    Legal
    Manufacturing
    Marketing
    Message From The President
    Nonprofit
    Real Estate
    Sales Strategy
    Seniors
    Strategic Planning
    Women In Business


    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.
Picture
JOIN Us   |   CONTACT Us  |  LEARN About Membership  |  REGISTER for Events  |  FIND a Member Business  |  READ our Magazines  |  LEAD Morris |  FAQ

Picture
325 Columbia Turnpike, ​​Suite 101
Florham Park, NJ 07932 

​973.539.3882 | CONTACT US | ​MAP
STAY CONNECTED: ​SIGN UP FOR UPDATES!
The Power of Connection!  Your membership connects you to valuable resources, opportunities for business growth and rewarding relationships with fellow members. And you don't need to be based in Morris County to belong!  
Our Office Hours are Monday to Friday, 9 am to 5 pm.  If you plan to stop by, it's best to make an appointment to ensure that someone will be available for you; the staff is often out of the office hosting events or meeting with members.
Follow  Us! 
The Morris County Economic Development Alliance (The Alliance) is an affiliated 501c3 Nonprofit of the Morris County Chamber and includes the Morris County Tourism Bureau, the Morris County Economic Development Corporation and the Connect To Morris job board.

©2025 Morris County Chamber of Commerce  |  A 501(c)(6) nonprofit membership organization  |  Site Map
  • JOIN
    • Become a Member
    • Premier Membership
    • What Members Are Saying >
      • Share a Testimonial
    • Membership Inquiry
    • The Value of Membership >
      • Grow Your Business
      • Build Your Brand
      • Professional Development & Education
      • Government Advocacy
      • Community Outreach & Volunteering
    • New Member Survey
    • Power of Connection
  • About
    • Chamber Team
    • Our Mission
    • Our President
    • Board of Directors
    • Morris Business Cabinet
    • President's Circle
    • Chamber Champions
    • Ambassadors Council
    • Inclusivity Advisory Council
    • Frequently Asked Questions
    • Code of Conduct & COVID Policy
  • Membership
    • Member Benefits
    • Forums & Committees >
      • Committee Chair Application
      • Business Development Forum
      • Business Strategy Forum
      • Health & Wellness Forum
      • Not For Profit Roundtable
      • Real Estate Forum
      • RISE Morris: Young Professionals Forum
      • Women in Business Program >
        • WIB Event Committee
    • Member to Member Deals
    • Member Marketing Opportunities
    • Grand Opening Support
    • Conference Room Usage
    • Member Referral Bonus
    • Connect to Morris Job Bank
  • Events
    • Chamber Event Calendar
    • Member Events Calendar
    • Signature Events & Programs
    • Golf Donations 2025
    • Event Photos
    • Submit an Event Idea
    • CCM Grant-Supported Training
  • Directory
    • Searchable Business Directory
    • Nonprofit Giving Guide 2024
    • Member Spotlights
    • Enhance Your Directory Listing
  • News & Info
    • Electronic Certificate of Origin
    • Business Resources & Info
    • Chamber Magazines
    • News Around the Chamber >
      • Around the Chamber Archive
      • Submit a Press Release
    • MCCC Blog >
      • Contribute to Our Blog
    • Members' Bookshelf >
      • Members Library Submission
  • Programs
    • Economic Development Corp
    • EDC Business Counseling
    • Public Policy Series
    • CEO Round Table
    • Lead Morris >
      • Lead Morris Program
      • Lead Morris Alumni Council
      • LEAD Morris Alumni Directory
      • Lead Morris FAQs
      • Lead Morris Application
      • LEAD Morris News & Info
      • Share a LEAD Morris Testimonial
    • Women In Business >
      • Women in Business Mastermind
      • Women in Business Executive Round Table
      • Women in Golf Program
    • Entrepreneur Roundtable
    • Thrive Morris >
      • Thrive Morris Community Leaders
      • Thrive Morris Blog
      • Contribute to the Thrive Morris Blog
  • Member Portal