4 Ways Prospects Derail a Sales Call—Jared Lockwood with Sandler

You’ve probably been there before: the call is moving along, and suddenly the prospect takes things in a direction you didn’t expect. The agenda slips, time gets away, and you hang up realizing you didn’t get what you needed. It’s not just frustrating—it’s costly. 

This week on the Franchise Your Business webinar series, we're joined by Jared Lockwood, franchise owner of Sandler. He shares the Sandler Sales Methodology to unpack the four most common ways prospects derail a sales call and give you practical strategies to keep conversations productive, professional, and moving toward a decision. 

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• Learn more about our guest:
  • https://go.sandler.com/rwg/

Jared Lockwood has spent the past 16 years helping individuals and companies achieve peak sales
performance. Before joining Sandler, Jared poured his energy into all the wrong sales activities. Although he found some success selling Yellow Pages advertising and later transitioned to selling employee recognition software and points programs, he knew he was falling short of his full potential. Along the way, he racked up plenty of humbling sales lessons—like the time he drove four hours to Evansville, Indiana, for what he thought was a key meeting, only to find himself alone at a cell tower trailer in the middle of a cornfield. The contact never showed, leaving Jared with nothing but an awkward drive home—and the painful realization that he had “happy ears” and a major qualifying problem.

Today, as an owner of Sandler, Jared is driven by a clear mission: to help others avoid the costly mistakes
he once made and to transform their sales careers through meaningful connection, mentorship, hands-on
training, and practical advice. He also empowers organizations to build a winning sales culture by
developing the right selling skills, people, structure, and strategy. He’s known for his no-nonsense, real

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