Dylan VergaraFounder, The Serial Sales Community · Founder, TSSC

Ur losing deals bc prospects sense that you care more about the call outcome than they do

4 Jun 2026 · 1 min

Watch on YouTube

1:26

In this solo sales‑coaching monologue, Dylan Vergara argues that sales reps should adopt a neutral stance on calls rather than pushing a scripted agenda. He explains that when reps overtly push the sales script, prospects sense the sales agenda, leading to higher resistance, lower ownership, more objections, and lower close rates. Vergara recommends transparently presenting the challenges a prospect will face, expressing genuine concern, and prompting the prospect to verbalize why they still want to pursue the outcome despite those challenges. This verbalization creates ownership of the decision. The rep then positions their product as the easiest path to achieve the desired outcome, allowing the prospect to "take the bet" with the seller. He notes that especially with assertive (A‑type) decision‑makers, guard and tension rise quickly, so empowering the prospect to make the best decision and placing the product as a neutral facilitator increases close rates. The overall message is to stop pushing a traditional sales agenda, appear neutral, and let the prospect feel they are in control, making the partnership a no‑brainer.

Chapters

Reporting to you live from the sales call review trench. It's been a while since I've been this deep. You guys need to be more neutral on your sales calls because if you're saying the things that the sales rep is supposed to say because of the sales script to push the sales agenda and you're selling to anyone that's worth selling to, they're going to pick up on that. Resistance goes up, ownership goes down, you get objections, you don't close the deal. So the best thing that you can do is present the challenges in full transparency, have genuine concern, that, you know, this is hard, like this is unlikely, this is going to take a lot from you, and have them verbalize why despite all those things they still want to do this. Because if they can verbalize it and take ownership over the outcome with your help or without it, and then you present your solution as the easiest way to get the outcome, if they truly are consistent with the ownership, they will take the bet with you. Now if you're selling to like an A-type decision-maker prospect, whatever, They pick up on sales resistance really easily. Their guard's gonna go up, tension's gonna go up, close rate's gonna go down. Empower them to make the best decision that they possibly can. Put your product in the middle of it because if they were gonna do it anyways, they should probably do it with your product. You're gonna close more people that way. Stop pushing the traditional sales rep agenda. Be neutral. You should care, but it should be perceived That you don't care more than them, and they need to care. And if they're truly committed, working with you is a no-brainer. Come on now.