Have you ever simply fled the scene of a meeting gone wrong?
- Don't fold up your tent just yet.
- Ask what you've said or done.
- Let the prospect "dump."
Even when you find yourself in a tense or awkward situation, you should not help the person end the meeting. Instead, make an effort to figure out what's going on. The prospect may have an agenda item that you don't know about, and a single "dumb" question, followed by silence, may help you uncover it. (See Rule #17)
If you're sensing that the prospect is skeptical, unenthused, even hostile, acknowledge it. Get it out in the open... in a non-confrontational manner.
You: Bill, you seem skeptical. It must be something I've said or done.
You: Bill, I'm picking up some uncertainty about what we're covering here. Is there something I've said or done you want to talk about?
You: Bill: I'm sensing some hostility. I suspect it's something I've said or done. Am I correct?
Get the awkwardness- or whatever strange emotion it is that you're picking up- out in the open. Put it on the table where the prospect can't possibly ignore it. Take responsibility for raising the issue, and a wonderful thing happens: you put the ball in the prospect's court. The prospect has to respond to your statement or question, and assume a share of the responsibility for resolving the situation. By allowing the prospect to "dump" about what you've "said or done" thus far, you clear the way for continuing the appointment in a better working atmosphere.
Try your best to figure out what's happening- before you volunteer to leave the premises. You may find an opening you hadn't seen earlier, and you'll definitely learn more about the prospect.
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