Rule 31
Jack Henne The 31st Sandler rule is “Close the sale or close the file” which essentially is the idea of understanding that sometimes not every prospect you encounter is right for the…
May 2023
Rule 17
The 17th Sandler rule is “The professional does what he did as a dummy, on purpose”. In simpler terms, Sandler is telling us that one of the biggest temptations we…
Nicholas Heltzel Recently in class we have learned “When under attack, learn to fall back.” Falling back, or stepping away from a sales conversation, can be an important technique for salespeople to…
Improv In Sales.
As talked about in class recently, improvisation, or “improv” for short, is an important skill for sales professionals to master. In a sales conversation, there are often unexpected turns and…
Being Gutsy.
In the class discussion, a very important motto was given that stuck with me. “All you have to do is be gutsy for 5 seconds.” This lingered in my mind…
Going For No
In sales, the objective is often to close the deal and get a “yes” from the customer. However, there is a growing movement in sales called “Go for No” that…