{"id":12717,"date":"2021-03-05T10:00:00","date_gmt":"2021-03-05T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/what-were-missing-while-our-prospect-is-talking\/"},"modified":"2022-10-18T16:00:20","modified_gmt":"2022-10-18T16:00:20","slug":"what-were-missing-while-our-prospect-is-talking","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/what-were-missing-while-our-prospect-is-talking\/","title":{"rendered":"What We’re Missing While Our Prospect is Talking"},"content":{"rendered":"\n

Just as it doesn\u2019t matter what we say, it matters what our prospect hears, how <\/em>we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing <\/em>mode and presuming a sale when none may exist.<\/p>\n\n\n\n

Without straying too far into clich\u00e9 territory, we miss out on vital information from our prospect when we\u2019re waiting for them to stop talking.<\/p>\n\n\n\n

In particular we miss out on our prospect\u2019s tonality, <\/em>which can make \u201cyeah, sure\u201d said in a flat tone sound like \u201cYEAH, SURE!\u201d when we\u2019re half-listening through \u201chopium\u201d filled ears.<\/p>\n\n\n\n

We also tend to miss out on our prospect dodging <\/em>our question with an answer like, \u201cwell, we\u2019d like something implemented by summer\u201d in response to \u201cwhen we\u2019re you hoping to have a solution implemented?\u201d When we aren\u2019t listening, we translate our prospect\u2019s non-answer into \u201cthey\u2019re going to buy from me and I\u2019ll get this in my Q2 numbers,\u201d yet we don\u2019t have any clarity on what <\/em>kind of \u201csomething\u201d they want implemented, when <\/em>in the \u201csummer\u201d they want the \u201csomething\u201d implemented and why <\/em>do they a) need \u201csomething\u201d and b) have it implemented by summer.<\/p>\n\n\n\n

A key reason why we miss out on those pieces of information is we are, as David Sandler said, attached to the outcome <\/em>(closing a sale) instead of the process <\/em>(of qualifying a prospect by attempting to disqualify them).<\/p>\n\n\n\n

It is easier to stay attached to the process when we have one, we plan our conversations with our prospects, debrief those conversations and <\/em>rehearse prior to visiting with our prospect. With those elements in place, we are likely to stay to our true path instead of defaulting down the comfortable path, which typically ends in heartache and tears (and a false opportunity hanging around our funnel).<\/p>\n\n\n\n

Until next time\u2026 go sell something.<\/p>\n\n\n\n

Learn more in this video<\/strong><\/a>. <\/p>\n","protected":false},"excerpt":{"rendered":"

Just as it doesn\u2019t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.<\/p>\n","protected":false},"author":22,"featured_media":12718,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1340,1026,1115,1194],"class_list":["post-12717","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-prospect-behavior","tag-prospecting","tag-qualifying","tag-sales-prospect"],"acf":[],"yoast_head":"\nWhat We're Missing While Our Prospect is Talking - Sandler<\/title>\n<meta name=\"description\" content=\"Just as it doesn\u2019t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/what-were-missing-while-our-prospect-is-talking\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"What We're Missing While Our Prospect is Talking - Sandler\" \/>\n<meta property=\"og:description\" content=\"Just as it doesn\u2019t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/what-were-missing-while-our-prospect-is-talking\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2021-03-05T10:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-10-18T16:00:20+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/What-Were-Missing-While-Our-Prospect-is-Talking.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"500\" \/>\n\t<meta property=\"og:image:height\" content=\"333\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Karl Graf\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Karl Graf\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/what-were-missing-while-our-prospect-is-talking\/\",\"url\":\"https:\/\/sandler.com\/blog\/what-were-missing-while-our-prospect-is-talking\/\",\"name\":\"What We're Missing While Our Prospect is Talking - 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