A short sales-coaching monologue (uploaded by Kevin "KD" Dorsey) featuring Charles Muhlbauer describing a Sandler training insight: reduce prospect pressure by inviting honest answers and explicitly saying "it's okay to tell me no." The speaker emphasizes preferring accuracy over optimism when checking in with prospects, which lowers the chance of being ghosted.
I'm cool with the truth and I'm not pushing anything here. I'd rather be more accurate than optimistic. It's totally okay. And that takes pressure off of the prospect. It's almost like a mini version of it's okay to tell me no. This is something I learned or I should say was re emphasized from Sandler. We took a Sandler training a while ago. One of the coolest things that we learned so simple is the main reason why a prospect will ghost you is because they are afraid to tell you no. So I love always telling the prospect. I'd rather be more accurate not accurate than optimistic here. It's okay to tell me no. Don't worry about it. I'll say that all day. So it's a mini version of it's okay to tell me no. And then they most of the time. I've never experienced anybody that hasn't responded to that in my sales career. They will respond and tell you how they want to help you.
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