Our topic for today is the Sandler Rule: ‘No Mind Reading!"
Have you ever assumed what a client meant — or guessed what you thought a prospect was going to say next? If so, you’re not alone. Many of us, especially in sales, fall into the trap of mind-reading.
It’s normal — we’re trained to have answers ready, but too often, we try to predict the conversation instead of truly listening. And when we do that, we miss critical opportunities that could advance the sale.
So, how do you stop mind reading and start using stronger sales training techniques instead?
✅ Leave assumptions behind. Each prospect and client conversation is new. Don’t carry old experiences or generic responses into every call. Even if you sell the same product, each buyer’s perspective is unique — so listen first, then tailor your approach.
✅ Ask more questions. This is one of the best sales growth tips I can share. Instead of guessing what someone means, dig deeper. For example, if a prospect says, “Your price is too high,” don’t jump to defend it. Ask:
“What makes you feel that way?”
“Compared to what?”
“What were you hoping to invest to solve this problem?”
✅ Keep your mindset clear. Mind reading shuts down real communication. Sales training isn’t just about scripts — it’s about staying present, being genuinely curious, and not letting your past deals color your new ones.
Here’s a personal example: One Thanksgiving, I was cooking the turkey and my sister asked, “How long has that been in the oven?” I could have assumed she was criticizing my cooking — but I asked her why she wanted to know. Turns out, she just wanted to plan when to get something done before dinner. If I’d mind-read, we could have ended up arguing over nothing.
Sales coaching reminder: If you take one thing away from this, let it be this — don’t put old assumptions on new conversations. The best salespeople listen with a clean slate. That’s how you build trust, uncover real needs, and grow your sales pipeline faster.
After all, they say it best: When you assume, you make an a* out of you and me.* 😉
Looking for more ways to sharpen your sales conversations and close more deals?
Our Sandler, Michigan | EAM Consulting Group team specializes in sales training and coaching that helps you ask the right questions, eliminate guesswork, and grow your revenue. Contact Us Today!
