Don't Rely on Instincts Alone.
There’s one sales myth that continues: the idea that if you’ve got enough charisma and "instinct," you can just “wing it” and still win big. I get it. We love to trust our gut. Relying on bravado instead of discipline is a huge, unmanaged risk that leads to pipelines full of deals that look great but never actually close.
If you want to be effective without the stress of guesswork, here’s how you can level up your game using some simple, structured preparation.
🔷 It All Starts with Your Vibe: Before you even think about your pitch or your pricing, ask yourself, “Who am I showing up as today?” Are you coming across as needy because you're desperate to hit your numbers, or are you showing up prepared and composed? Buyers can feel that energy instantly. Getting your internal posture right before the call starts can totally change the trajectory of the conversation.
🔷 The Power of the Up-Front Contract: No one likes a meeting that drifts aimlessly! Using an Up-Front Contract ensures you and the prospect have a clear agenda and a mutual understanding of what "success" looks like by the end of the call. It keeps things focused and outcome-driven, so everyone’s time is respected.
🔷 Aiming for "Base Hits" and Clean "Nos": We all want the home run of closing the deal. High performing sellers use a Pre-Call Planner to define a "base hit"—like getting an introduction to another stakeholder. Don't be afraid of a "no." A quick, clean "no" is way better than a lingering "maybe" because it frees up your energy for the deals that actually deserve your attention.
🔷 Ask Questions That Spark Contrast: Exceptional sales are about asking high-quality questions that help you understand the buyer's world. When you prep these in advance, you show up with confidence which is the kind of vibe that builds deep trust.
This is about better preparation. Just like elite athletes or pilots, the best sales teams make preparation a habit rather than an option. You can transform your results with the Sandler Pre-Call Planner, a simple one-page tool that only takes about five minutes to fill out but makes your wins much more predictable.
Stop guessing and start planning—your pipeline will thank you!
