If you search “sales tips” on Google, you will get bombarded with MILLIONS of results that tell you how using this “one strategy” will guarantee your success at selling. Contrary to the “one secret ingredient” idea, Mattson in his book “The Sandler Rules” lists 49 core concepts to follow that will drastically improve your ability to sell anything. Here are three of those concepts he lists that lay part of the foundation for not only becoming a successful sales person, but a successful person in general.
#1: You have to learn to fail, to win. The world of sales can be discouraging for many because rejection happens so frequently. It is natural to feel discouraged when you hear the word “no” so often. Mattson explains that you must learn to separate the “Real-you” from the “Role-you”. This means that rejection does not define your self worth, but instead your performance in a role. Adopting this mindset can help you move past failures in a much healthier way and be able to learn and grow from them. Even the best salespeople in the world know that failure is a natural part of any sales experience so having the ability to adapt to that will yield tremendous benefits.
#2: Don’t spill your candy in the lobby. This saying was coined by Mattson, and it simply means to avoid giving away too much too soon. One surefire way to deter a potential client is by rambling on about something that does not relate to the matter at hand which can raise questions and uncertainty. When speaking with a potential client your job is to gather as much information as you can and not give it. That way, you will have a much better idea about the pain they’re experiencing and how it can be remedied.
#3: No mutual mystification. It is vital for both parties to know exactly what the other expects from them. If there is any confusion about expectations then it must be addressed immediately before agreeing to the deal. A good way to avoid misunderstandings is by quickly recapping what was discussed to make sure everyone is on the same page. This could also help spur your client to remember something they might have forgotten to mention earlier. Making it an effort to eliminate ambiguity will prove to your prospect that doing the job correctly matters to you and that will help build trust in your relationship.
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