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 it. clarity is king. Every successful salesperson knows that understanding and being understood is incredibly important in finishing a sale. This rule emphasizes the importance of clear communication between the salesperson and the prospect so there are no misunderstandings on budget, timeline, decision or anything in-between. When there’s mutual mystification, it’s like navigating through a dense fog – you can’t see where you’re going, and you’re likely to end up lost. But when both the salesperson and the prospect have a clear understanding of each other’s needs, expectations, and objectives, the path forward becomes much smoother. Doing this ensures there is a clear path forward for both parties and nobody comes into anything surprised, confused, or on a different page. Being on the same page is essential to both parties apart of a sale.
BoweryJE22
I love this Sandler Rule; it’s definitely one to live and sell by. I’ve also heard pretty classic advice: “Clarity is Kindness”. I think that relates pretty well to this rule. By being clear and asking for clarity from the prospect, you are lessening the pain of the sales process, and learning from it quicker, whether it’s a no or a yes.
This hit home how vital clear communication is in sales. It’s not just about avoiding misunderstandings on budgets or timelines; it’s about ensuring that both the salesperson and the prospect are perfectly aligned from the get-go. This approach prevents potential surprises and sets a clear, shared path to success. It’s a reminder that, in sales, being on the same page isn’t just helpful—it’s essential to closing deals smoothly and effectively.
Aidan, this post is really well done, good job. You are quite the over achiever by reading the Sandler rules multiple times! Clarity is so key when you are trying to establish a relationship and close a sale. Being clear and upfront, is so important when you are having a sales conversation.