Overwhelm is a silent deal-killer in sales, leadership, and teamwork. Whether you’re dealing with prospects, clients, or coworkers, people often freeze or panic when they don’t know what to do next, or when too many options cloud their focus.
According to David Sandler, the key to helping people out of this fog is clarity. Here’s how to reduce stress and boost decision-making using some smart, simple strategies.
1. Use Upfront Contracts to Eliminate Uncertainty
Sandler’s “upfront contracts” are designed to eliminate ambiguity. These are mutual agreements at the beginning of a conversation or process that clarify what's going to happen next, who’s responsible for what, and what the expected outcomes are.
For example, when a buyer seems unsure, you can say:
“What I typically do with clients at this point is schedule a discovery call or demo. Would that make sense for you too?”
This approach removes anxiety about the unknown and gives your contact something solid to lean on.
2. Shine a Light on the Next Step
Often, overwhelm comes from a lack of direction. If your client or prospect feels stuck, your job is to help illuminate the path forward. Offer suggestions, not commands, about what typically happens next and invite them to collaborate on that journey.
3. Prioritize When There’s “Too Much on the Table”
When overwhelm comes from too many options, help the person prioritize with targeted questions like:
“What’s the biggest issue we need to address right now?”
“What’s going well?”
“What’s not working?”
These questions reduce chaos and help the other person get back into a productive mindset. The goal is to slow things down, sort through the clutter, and focus on what matters most.
4. Apply This Mindset Across Your Team
This isn’t just about prospects, it’s also a great coaching framework for your internal team. When coworkers are overloaded or unclear, use the same strategies: clarify, contract, and prioritize.
Final Thoughts
The best salespeople and leaders don’t just close deals, they calm chaos. By implementing upfront contracts and guiding overwhelmed contacts with compassion and clarity, you’ll stand out as a trusted advisor.
If you want more information on Upfront Contracts and other Sandler practices, we invite you to come sit in on a Sandler class. Click this link to find out how to reserve your seat and see what Sandler is about with no strings attached.
