Reflections

As the semester comes to a close and consequently this class ends as well, I wanted to take a few moments to reflect on what I’ve learned. I learned so much in this class that can be carried out in real-world experiences and real-world conversation, whether they are specifically sales conversations or not. This class provided a base of valuable technique to carry out quality conversations in general. Below I will provide a breakdown of the top three Sandler Rules that stuck out to me from the book, The Sandler Rules, by David Mattson.

Rule #5 Never Answer an Unasked Question

This rule advises to do just as the rule states: “Never answer an unasked question.” By following this rule, the salesperson avoids bringing up any additional issues and allows focus. By answering unasked questions, new concerns can be brought into the light either delaying the sale or slowing the close down. If the prospect does not ask, don’t inform. If the prospect was concerned about that issue, the prospect would have asked.

I think this rule is very helpful advice. Working in the calling center at the college, I feel I have often answered unasked questions. We are provided a script, and though I don’t usually use the script, by trying to make sure I touch on the important points of the script, I feel I have been led to answer questions that may not have been asked. I plan to keep this rule in mind for future conversations.

Rule #12 Answer Every Question with a Question

Once again, this rule advises to do just as the rule states: “Answer every question with a question.” By following this rule, the salesperson can avoid boxing themselves in and can get to the meaning behind the question being asked of them. It may take a few questions to fully understand the prospect’s intent behind their question. By answering questions with a question you can better understand and serve your customer.

I definitely plan to use this in my future conversations. There were so many times I felt boxed in while working in the calling center. Most people already know why you are calling before they pick up the phone and therefore have made up their minds on whether they will give or not. By asking more questions, I feel I would have fared better, because I could have understood the intent of my prospects better. For instance, what their intent was in picking up the phone, especially if they already knew we were calling to encourage them to donate. I think this rule will prove to be a valuable tool in my future.

Rule #14 A Prospect Who is Listening is No Prospect at All

This rule encourages to ensure that the prospect is doing 70% of the talking. It encourages to ask a question and then shut up and really listen to the answers given. An important aspect of this is not to think about what you will next say while the prospect is answering. Truly listening is key in a sales conversation.

This rule really stood out to me. I would have to admit that while working in the calling center more times than not, I probably did more of the talking than the prospects. I have never been good with awkward pauses and always feel the need to fill them. I can tell you, there are a lot of awkward pauses while working in the calling center. Now, I have learned the importance of waiting out those awkward pauses and listening to what my prospect has to say rather than filling the space myself.

Overall, I really enjoyed reading The Sandler Rules and found the lessons within to be very valuable. I plan on implementing these rules in future conversations of mine.