For the second half of this semester, we’ve been learning more of Sandler’s Rules and how to apply these selling principles. Here is a summary of the Rules covered since the middle of the semester:
Rule #38: “The problem that the prospect brings to you is never the real problem.” Here, we learn that there is almost always a deeper problem that the prospect haves that is not revealed initially.
Rule #15: “The best sales presentation you will ever give, the prospect will never see.” Essentially, if you give a “good” sales pitch, it should never be given to the prospect since you should never just sell to them.
Rule #31: “Close the sale or close the file.” This means that a salesperson should discern whether it’s a good fit and the sale should be pursued, or if the file should be closed on it if it isn’t the right decision.
Rule #18: “Don’t paint seagulls in your prospect’s picture.” Salespeople should never try to impose their own opinions or perspective on the prospect, but rather let the prospect tell them everything they need to know.
Rule #39: “When all else fails, become a consultant.” If the sale isn’t going to go through, the best thing you can do as a salesperson is be a helpful presence for the person trying to find solutions to their problems.
Rule #45: “Express your feelings through third party stories.” Instead of sharing personal stories and experiences, talking about other people makes the situation less threatening for the prospect.
Rule #16: “Never ask for the order, make the prospect give up.” As a salesperson, you should never jump to conclusions and ask for the order, but rather let the prospect give up searching for alternate solutions aside from your product.
Rule #17: “The professional does what he did as a dummy on purpose.” As an inexperienced salesperson, or a “dummy,” lots of questions are asked and an aura of curiosity is there. A professional salesperson must “act” like a dummy and still ask questions/be curious.
BoweryJE22