What Is Mutual Mystification?
Mutual Mystification is one of the biggest obstacles sales professionals face. But what does this term mean? Simply put, it refers to being mystified, bewildered, or perplexed by an unexpected shift in a sales conversation.
Have you ever left a sales call feeling confused? You walked in expecting a discussion to go one way, only to find out it took a completely different direction.
A Common Sales Meeting Misstep
Imagine this scenario:
You arrive 10 minutes early for your scheduled 10:00 AM meeting, feeling prepared and confident. You’ve rehearsed the conversation in your head—your questions, the dialogue, even the handshake as they sign the agreement.
Then, reality sets in.
The meeting begins, but instead of diving into business, the decision-maker and their team are talking about last night’s game, industry gossip, or a trending news story. Being the people-person that you are, you join the conversation.
Fifteen minutes fly by, and suddenly, someone turns to you and says:
"Jim, what do you have for us? We need to cut this meeting a little short."
Just like that, your 50-minute presentation is reduced to 30 minutes. Your agenda is derailed. You’re scrambling to fit in all your key points while maintaining composure.
This is Mutual Mystification. You expected one thing; the prospect had something entirely different in mind.
How to Prevent Surprises in Sales Meetings
Avoiding Mutual Mystification is simple—once you implement the right approach. It all comes down to setting clear expectations before the conversation even begins.
The Three Keys to Eliminating Mutual Mystification
- Time: Establish the length of the meeting upfront. Confirm how much time they have before diving in.
- Agenda: Outline what will be discussed and get agreement before you start.
- Outcome: Define what success looks like for the meeting—whether that’s a decision, a next step, or scheduling another discussion.
By setting these rules early, you take control of the conversation instead of letting the prospect dictate how it unfolds.
The Bottom Line
Failing to set expectations is one of the biggest mistakes in sales. But when you eliminate Mutual Mystification, you ensure that every meeting leads to a clear outcome—even if that means agreeing to a follow-up because time ran out.
Start every sales call with confidence by clarifying Time, Agenda, and Outcome. It’s a small shift that makes a big difference in your sales success.
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