I used to have a small Zuma sailboat, which I trailered to a nearby lake in the summer. With its 13-foot length and one sail, it was relatively easy to rig and handle on the water.
Interestingly, the most challenging thing about the boat was dealing with the trailer – making sure the tail lights were working, checking tires, and taking care of the tie-down straps.
One time after a day of sailing, I followed my regular procedure of taking the boat out of the water. First, I pulled the boat onto the sandy beach next to the boat ramp, lowered the sail and raised the centerboard and rudder. Then I backed the car down the ramp, so I could walk the boat back into the water and position it between the two parallel rails of the trailer. Finally, I attached a line to the bow to pull it straight onto the rails. Just at that moment, the remains of a wake from a distant powerboat turned the boat sideways and pushed the starboard (right) side into one of the rails. I can still hear the crunch of the rail going through the hull.
After getting the hole repaired, I sailed the boat for several more years, until I decided to sell it – along with the trailer.
Although that incident happened years ago, it sticks in my mind, because it reminds me of the difficulty we often have in making a clean exit. Whether it’s pulling a boat out of the water or ending a conversation, we want a smooth and professional conclusion.
Take sales calls, for example. If you’re like me, you’ve experienced that awkward verbal shuffle when the conversation tapers off.
There are probably as many ways to successfully end a sales call as there are salespeople. But there’s one old technique that I like more than any of the others. It starts with a simple question and quickly progresses to a friendly farewell.
There are four steps:
1. Ask this question. “Thank you for meeting with me today. Are there any additional questions, before I go?” That’s it. No fancy words, just a casual and non-threatening yes-or-no question.
This sends the message that – although the conversation is ending – you’re committed to addressing any additional concerns.
2. Respond. There are only two answers: yes or no. If it’s “yes,” get right to your explanation. If it’s “no,” the meeting has covered the bases.
3. Make a final statement. After dealing with their answer to the yes-no question, it’s time to restate the action you’re going to take. It’s best to limit this to one short sentence. For example, “I’ll get that new marketing proposal to you by the end of the week.”
4. Say, “Thanks again” and leave. That’s all it takes to end on a note that’s professional, efficient and respectful of their time.
This technique is worth a try. It can help you keep your next presentation afloat at the end.
(c) Copyright 2025 by John Foust. All rights reserved.
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time and get quick results from in-house training. Email for information: john@johnfoust.com
Interestingly, the most challenging thing about the boat was dealing with the trailer – making sure the tail lights were working, checking tires, and taking care of the tie-down straps.
One time after a day of sailing, I followed my regular procedure of taking the boat out of the water. First, I pulled the boat onto the sandy beach next to the boat ramp, lowered the sail and raised the centerboard and rudder. Then I backed the car down the ramp, so I could walk the boat back into the water and position it between the two parallel rails of the trailer. Finally, I attached a line to the bow to pull it straight onto the rails. Just at that moment, the remains of a wake from a distant powerboat turned the boat sideways and pushed the starboard (right) side into one of the rails. I can still hear the crunch of the rail going through the hull.
After getting the hole repaired, I sailed the boat for several more years, until I decided to sell it – along with the trailer.
Although that incident happened years ago, it sticks in my mind, because it reminds me of the difficulty we often have in making a clean exit. Whether it’s pulling a boat out of the water or ending a conversation, we want a smooth and professional conclusion.
Take sales calls, for example. If you’re like me, you’ve experienced that awkward verbal shuffle when the conversation tapers off.
There are probably as many ways to successfully end a sales call as there are salespeople. But there’s one old technique that I like more than any of the others. It starts with a simple question and quickly progresses to a friendly farewell.
There are four steps:
1. Ask this question. “Thank you for meeting with me today. Are there any additional questions, before I go?” That’s it. No fancy words, just a casual and non-threatening yes-or-no question.
This sends the message that – although the conversation is ending – you’re committed to addressing any additional concerns.
2. Respond. There are only two answers: yes or no. If it’s “yes,” get right to your explanation. If it’s “no,” the meeting has covered the bases.
3. Make a final statement. After dealing with their answer to the yes-no question, it’s time to restate the action you’re going to take. It’s best to limit this to one short sentence. For example, “I’ll get that new marketing proposal to you by the end of the week.”
4. Say, “Thanks again” and leave. That’s all it takes to end on a note that’s professional, efficient and respectful of their time.
This technique is worth a try. It can help you keep your next presentation afloat at the end.
(c) Copyright 2025 by John Foust. All rights reserved.
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time and get quick results from in-house training. Email for information: john@johnfoust.com