By: Aidan Barrett
One of my favorite Sandler Rules is “No Mutual Mystification.” In a nutshell, that means that you want to make sure everyone is on the same page so a small misunderstanding doesn’t turn into a big problem.This is important because misunderstandings happen all the time.
I was recently in a company meeting, and I was asked a question. 
Because I did not clarify what the question was asking, I ended up answering a completely different question. As you can imagine, my response was met with a look of confusion.
Luckily, a colleague recognized the misunderstanding and rephrased the original question. You don’t always have the luxury of having an extra set of eyes or ears with you on a sales call so it’s vital that you’re making sure you understand the intent of your prospect’s questions.
What causes misunderstandings? Impatience, assumptions, overgeneralizing, and the dreaded “happy ears.”
Remember, as a sales person, it is your responsibility to ask questions to:
• Understand the client’s intentions
• Understand their problems
• Find out the specifics
• Be on the same page
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