Send us a text

Are you accidentally talking your prospects out of a good experience before they’ve even had it?

In sales, we often think we are building rapport by being "honest" about the tedious parts of our process. We say things like, "Okay, now comes the boring part—the paperwork," or "I'm sorry, this next step is a bit of a slog". We think we are managing expectations, but in reality, we are engaging in self-sabotage. We are literally selling the client on having a bad experience before it even starts.

In this episode of The Sandler Training Hour, Jim and Jason Stephens break down the concept of "Poisoning the Well". They explore why salespeople feel the need to qualify the experience negatively and how to shift your mindset to sell the commitment to the result rather than apologizing for the path to get there.

Key Topics Covered:

• The Assumption Trap: Just because you hate paperwork doesn't mean your prospect does. Jim shares a personal example regarding his wife, who actually enjoys filling out forms. When you apologize for a step in the process, you are making an assumption about the other person that may be flat-out wrong. Without intending to, you "telegraph" your own negative feelings onto the buyer.
• Selling the ROI, Not the Cost: Jason uses the example of Sandler assessments. These take 15 to 20 minutes to complete. An amateur salesperson warns the prospect that it is time-consuming. A pro sells the ROI on why that investment of time is valuable. If you feel apologetic about imposing requirements, you invalidate your own process.
• The "Amazon" Standard of Friction: We live in a culture that expects frictionless ease. Jim notes that even when we could buy something at the store, we order it on Amazon to get it "off the list". Salespeople must continuously critique their systems to ensure they aren't adding unnecessary friction.
• Mastery vs. The Comfort Zone: Mastery doesn't come from hitting a plateau and coasting; it comes from proactively challenging what you are doing. If you have done a process a thousand times, you might be on "autopilot," unaware that you are projecting boredom or resentment onto the client.
• Stop Mind-Reading: Jim highlights a common error where salespeople interpret a prospect's facial expression as rejection. The probability that their face means what you think it means is almost non-existent. Instead of assuming ("Oh no, they hate the price"), simply ask: "I can't help but notice your reaction—would you mind explaining what that means?".

Challenge of the Week:This week, Jim and Jason challenge you to perform a Language Audit on your sales conversations.

Ask yourself: What part of your process are you selling in a negative light?

• Are you telling prospects that your contract is "long"?
• Are you warning them that onboarding is "tedious"?

Catch yourself using these negative adjectives and stop. Your job is to lead them to the result, not warn them about the path.

About the Show: Join hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent associated with the Sandler Selling System. Whether you are prospecting, negotiating, or closing, The Sandler Training Hour gives you the actionable advice you need to stop "winging it" and start controlling the sale.