Taking a step back
hamelnd20 During sales conversations over the phone or in person, can become aggressive at times by going their budget or why you are selling to them. When this happens it is…
2024
Decision Making Process
CascianiDA22 In sales, selling to the right person is key to closing the deal and having a successful interaction with the prospect. Sandler rule #36 “Only decision makers can get to…
Be Upfront
muirds21 Knowing who you are selling to allows for the clearest transparency to be made during a sales conversation. If you go into a call and you are talking to the…
Blog Post 9
arnosal I was re-reading the Sandler rules to prepare for the upcoming sales project. When I got to rule #7 I caught some things I didn’t the first time I read…
Sandler Rule #4 on Decisions
henschelsf23 In this week’s reading, Sandler’s Rule #4 stuck out to me. The rule states that “a decision not to make a decision is a decision”. It discusses the problem of…
The Trial Close
Nick Guidas In class, we learned the term ABC, which stands for, “always be closing.” This term has great significance and can make a successful salesperson. This term pushes toward the understanding…
Buyer’s Remorse
jhartshorn Avoiding buyer’s remorse in sales is paramount for fostering trust and sustaining positive relationships with customers. Rushing through the sales process (“get in, get it signed, get out??”) can lead…
Going Negative
In sales, the focus isn’t on banning negativity but on channeling its energy positively. It can prevent unproductive behavior, meaning that acknowledging negatives prevents complacency and drives proactive solutions. Going…
Core Concept #6
goliasmc21 Sandler Rule #6 is not the first concept thought of in sales situations because it pertains to events following a sale. This rule says: Don’t buy back tomorrow the product…
M16’s and customer service
harrimanhm In sales, you learn it’s important to talk to the person across the table. You learn how important it is to ask questions and make sure all concerns are addressed…