For many Edmonton sales professionals, “Mutual Mystification” is one of the biggest hidden deal-killers. The term might sound fancy, but it simply means this: to mystify, bewilder, or perplex — and in sales, it’s what happens when you leave a meeting scratching your head, wondering how things went so far off track.
The Problem: Sales Meetings That Go Sideways
Picture this: You arrive for your Edmonton sales call at 9:50 a.m., ten minutes early. You’re confident, relaxed, and ready to go. You’ve mentally rehearsed how the meeting will flow — the conversation, the questions, the handshake at the end as they agree to partner with you.
But the moment the meeting starts, the script changes. Instead of getting into business, the conversation veers toward the Edmonton Oilers’ last game, a local news headline, or an unrelated topic. You join in because you’re a people person.
Then, 15 minutes in, the decision-maker says, “We’ll need to cut this short. What have you got for us?” Suddenly, you’ve got 30 minutes to deliver a 50-minute presentation. You cram it in, but you’re left frustrated — and so is the client.
That’s Mutual Mystification in action. You expected the meeting to go one way. They had something entirely different in mind.
How to Avoid “Mutual Mystification” in Edmonton Sales
The good news? Eliminating this problem is simple once you build the right habit.
It’s all about setting clear expectations — before the prospect has a chance to set their own. At the very start of the meeting, confirm three key points:
Time – How much time you both have.
Agenda – What you’ll cover.
Outcome – What decisions or next steps will be made.
By establishing these rules upfront, you create clarity for both sides. Whether you’re meeting with a local Edmonton business owner, a corporate buyer in Alberta, or a regional decision-maker, this approach prevents surprises and keeps your meetings on track.
The Payoff
When you remove “Mutual Mystification,” you:
Reduce wasted time in meetings.
Ensure discussions lead to clear decisions.
Build stronger relationships by showing respect for your client’s time.
Even if you run out of time, you’ll at least end with an agreement on the next meeting and the next steps — instead of walking away perplexed.
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