In sales, it’s way too easy to start ‘mind reading’ — guessing what a client means or what they’ll say next. But that can backfire fast, leading to misunderstandings and lost trust.
One key Sandler Rule we teach in our sales training in NYC is “No Mind Reading.”
At Sandler, we show teams how to drop assumptions and focus instead on active listening. When you stop guessing and start asking clear, open-ended questions, you get to the root of what your client really wants.
Why does this matter? Because mind reading disconnects you from your prospect. You risk solving problems they don’t have — while missing the ones they do. By actively listening and clarifying what they mean, you position yourself as a true advisor, not just a salesperson.
How to Avoid Mind Reading
✅ Ask open-ended questions. Draw out the real story.
✅ Paraphrase back. Confirm you heard them right.
✅ Avoid interrupting. Let your prospect finish.
✅ Stay present. Take notes, show empathy, and really listen.
A simple example: A prospect says, “Your price is too high.” Don’t assume you know what they mean. Ask: “Can you tell me more about that?” It could be about budget, perceived value, or the urgency of solving the problem. You won’t know until you ask.
At Sandler NYC, we help sales teams master these skills so they can build stronger client relationships and close more deals. Want to see how sales training in NYC can help you improve your sales process contact us today.
