Have you ever been in a conversation that felt like it was going well—only to realize later that you made a wrong assumption?
Maybe you thought you knew what the other person meant, but you didn’t. Maybe you “read between the lines” and got burned.
If so, you’re not alone. Whether it’s a client meeting, a chat with a co-worker, or even a conversation with a spouse or friend, mind reading can derail communication and damage relationships.
The good news? You can stop doing it—and in sales, that skill can be the difference between losing a deal and closing it.
A Real-Life Sales Example from Halifax: Understanding the “Why” Behind the Question
A few weeks ago, I joined a sales call with my business partner here in Halifax, Nova Scotia. Things were going smoothly until the CFO of the prospect asked:
“So, what is it going to cost for us to get started?”
Instead of blurting out numbers—which could have commoditized our services—my partner paused and asked:
“You’ve asked me that for a reason. Can you tell me more?”
That single question opened the door to valuable insights:
✅ The CFO’s budget expectations
✅ The decision-making process of their leadership team
✅ The exact timeline for moving forward
Because we slowed down and avoided assumptions, we left the meeting with clarity, a clear path forward, and—ultimately—a signed contract.
Why Mind Reading Hurts Your Sales Process
Early in my sales career, I struggled with pricing objections. If someone said, “Your price is too high,” my instinct was to defend our value or discount our fee just to keep the conversation alive.
Now, thanks to Sandler training, I’ve learned a better approach:
Ask what they really mean.
For example:
“Thank you for sharing that. Can you talk to me about why you feel that way?”
This does three things:
Breaks the common sales script
Reveals the real concern
Keeps the conversation focused on solutions, not assumptions
How to Achieve “Zero Mind Reading” Status in Sales
Here are three practical steps to avoid dangerous assumptions and keep deals moving forward:
✅ Don’t make assumptions – Clarify everything.
✅ Don’t misread between the lines – Listen for facts, not just tone.
✅ Ask what the prospect means – Directly and respectfully.
Remember: slow down, ask questions, and make sure you’re answering the real question—not the one you think you heard.
Bonus: Apply This at Home, Too
This principle works outside the office as well.
With friends, family, spouses, or even kids, jumping to conclusions can lead to unnecessary arguments and tension. Clear, direct questions keep expectations aligned—and relationships healthy.
I practice this daily, and it’s still a work in progress. Why not try it yourself and see the difference? I’d love to hear your story.
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