Rule #17: “The Professional Does What He Did as a Dummy, On Purpose”. Sandler’s Rule #17 brings about an amazing strategy and helps any salesman fight their greatest temptation, talking too much! Effective sales is all about gathering information, isn’t it? A way to do this is by asking simple and seemingly innocent questions.
Sandler named Rule #17 in this manner because of the innocence a new salesman brings to the game. They don’t know it all and they do’t try to pretend they either. Experienced salesman may not realize they assume too much because of their mastering of the sales profession. But, take this thought with you. Keep your innocence or at least let the prospect experience you asking them the basics because it may just help you gather even more information than you thought was possible.
testacr22 
Trinity Blank 
Caroline Marie Dawson
I really like this rule because I think we have a tendency to do this in all professions as we gain more knowledge. In a way people tend to hold that experience/knowledge over the heads of others. Doing this in a sales situation and assuming too much or coming off as a big-shot closer can really ruin the deal. Keeping your wits and recognizing that you always need to learn more, especially about your prospect is a great skill to maintain.
Starting with the basics seems like it should be the initial focus of any sales scenario. Getting to these seemingly simple questions is essential in uncovering the true problem a client might be facing and ultimately helps to solve that problem.
Asking basic questions can make the prospect feel that you really care about them because you are taking the time to get to know them. This also helps take the pressure off when you ask tougher questions. This rule even works in personal relationships.
It’s so important to try and keep things simple, there’s no need to make the sale complicated by talking too much, and getting the client confused! This is definitely a good example of keeping the emphasis on the client, and their needs, asking them questions about what they want, rather than trying to show how good a salesperson you are by talking at them, and telling them things! Love it Bri!