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
ABOUT BIG SKY FRANCHISE TEAM:
This episode is powered by Big Sky Franchise Team. If you are ready to talk about franchising your business you can schedule your free, no-obligation, franchise consultation online at: https://bigskyfranchiseteam.com/ or by calling Big Sky Franchise Team at: 855-824-4759.
The information provided in this podcast is for informational and educational purposes only and should not be considered financial, legal, or professional advice. Always consult with a qualified professional before making any business decisions. The views and opinions expressed by guests are their own and do not necessarily reflect those of the host, Big Sky Franchise Team, or our affiliates. Additionally, this podcast may feature sponsors or advertisers, but any mention of products or services does not constitute an endorsement. Please do your own research before making any purchasing or business decisions. References to external data sources, studies, statistics, or other third-party content are not claimed as our own unless explicitly stated. We do our best to provide proper credit and citation where due. If we unintentionally fail to cite or credit a source, please let us know, and we’ll gladly correct it and provide the appropriate acknowledgment."
5 mins