Sales professionals in Trumbull, CT often make a costly mistake: answering a prospect’s question before truly understanding why it was asked. This “quick answer” habit can cause you to lose deals you could have won—sometimes without even realizing it.
If you’ve ever been in this situation, here’s the good news: you can fix it today by learning how to stop “mind reading” in sales conversations.
The Risk of Sales Mind Reading
Think about this: have you ever been in a conversation that seemed to be going perfectly… until you realized you misunderstood the other person’s intent?
It happens in both business and personal conversations—whether it’s with a prospect, a client, a spouse, or a friend. In sales, making assumptions can cause you to:
Defend or lower your price unnecessarily
Miss the real reason behind a question
Walk away without a clear next step
Lose a deal you should have closed
A Real Sales Call Example from Right Here in Fairfield County
Recently, I joined my partner on a sales call with a company here in the Trumbull area. The conversation was flowing well until the CFO asked:
“So, what is it going to cost for us to get started?”
Instead of jumping straight into numbers—risking a conversation centered only on price—we paused and asked:
“You’ve asked me that for a reason. Can you tell me more about why you’re asking now?”
That one question completely shifted the meeting. The CFO shared the leadership team’s decision-making process, specific budget requirements, and the numbers they needed to see before moving forward.
By clarifying first, we:
✅ Avoided discounting our price
✅ Understood the approval process
✅ Left with a clear next step and timeline
The result? We signed the contract the following week—without endless follow-up calls or “voicemail jail.”
Stop Defending Your Price
Early in my career, when a prospect said, “The price is too high,” I’d immediately jump to defend or justify the cost—and sometimes lower it just to close the deal.
Through Sandler Training, I learned a far better approach:
“Thanks for sharing that. Can you talk to me about why you feel that way?”
This breaks the usual pattern, gives the prospect space to explain, and ensures you’re answering the real question—not the one you assumed.
3 Steps to Eliminate Sales Mind Reading
Don’t make assumptions—clarify everything. Even if you think you know, ask.
Don’t misread between the lines. Stick to what’s said, not what you imagine.
Ask what the prospect means. Let them explain in their own words.
Slowing down and asking curious, open-ended questions will help you replace guesswork with clarity—and win more deals without giving away margin.
Bottom line for Trumbull, CT sales professionals: If you stop answering too soon and start uncovering the why behind your prospect’s questions, you’ll close more business—and keep your value intact.
