Rule #38 | Problems
Rule numbe 38 of Sandler’s Rules states that “the problem the prospect brings you is never the real problem.” This statement is referring to sales, but what is even more interesting is that this applies to my everyday life. I have not only seen this in the people around me, but I have also seen this in me. What I have realized is that there is always something more.
What we learned in class was that people often approach problems from remote angles. In this, they definitely are not aware of the core issues. Or, if they are aware of the core issues they choose not to verbalize those hesitations. Usually, in non-sales situations, you would have to push the other person just a little with more detailed questions to allow them to speak their mind about what is truly wrong. In a sales situation this is different.
There are a few things to be aware of when it comes to the prospect never truly bringing you the real problem. Beware of accepting false premises. A way to get around this is to ask questions that will get to the root of the problem. The goal is to look beyond the symptoms and find the root cause to the problems. Listen, question, and help the person figure out the main problem. From there, find the solution and deliver.
BoweryJE22
So true! I know I am guilty of skirting around the real issue to avoid embarrassment or looking dumb. I never thought of this common human action in this way. Great post!
True! Another reason why we may not present the real issue is a conflict mode option. For me personally sometimes, I’d not rather open a can of worms. But we always need to be honest and upfront. Great post!
This blog certainly spoke volumes to me. In concordance with Aubrey’s comment, I’m definitely guilty of beating around the bush and not expressing my true issue or concern. From a customer’s standpoint sometimes I find myself stretching the truth and not focusing on the real problem. If a salesman is successful at getting to the root of the customer’s problem, this will lead to many benefits.
As everyone before me said, this is so true. I find that I often bring the wrong problem to my friends and family when dealing with a struggle in life, and can end up focusing on a miniscule issue until we find that I’m not actually upset about what we’re discussing at all, and that my emotions are being caused by something else. This shows how important it is to dialogue with a prospect, or else they could be very unhappy with a purchase that seemed like a perfect exchange from the salesperson’s perspective.