Serious sellers — buyers have a process, too. And if you’re not careful, they’ll run it.

In this episode of Sales Tales, Josh and Dave break down one of the most powerful — and misunderstood — skills in selling: pattern interrupts. Using real sales stories and Sandler methodology, they explain how buyers unintentionally (and sometimes intentionally) pull sellers into their buying patterns — and how to take control back without sounding defensive or transactional.

This episode walks through four common moments where sellers lose momentum — and exactly how to interrupt the pattern to keep conversations productive and professional.

In this episode, we cover:

• What a pattern interrupt really is (and what it’s not)

• Why giving information too early weakens your position

• How to handle “just give me a ballpark” the right way

• What to do when buyers say “send me something” or “we need to think about it”

• How upfront contracts, reverses, and intent keep deals moving forward

This episode is for sales leaders, account executives, business development professionals, and anyone who wants to stay in control of their sales conversations while still building trust and rapport.

If you want fewer stalled deals and clearer next steps, this episode delivers.