Sandler Rule #17 is The Professional Does what he did as a dummy, on purpose. One of the biggest things noticed by different people in the sales word is that those who are just starting out tend to answer better questions than those who have been in the sales world for a long time. This isn’t because of some beginners luck, but they truly don’t know what the customer wants. This is because they have not learned the tricks of the trade, and have no clue what the next step is in the process. By having this advantage they are able to ask good question. Those who have been in the business for longer, they often assume too much. On of the best phrases is good sales is about effective information gathering, and the fact that these beginners salesmen don’t have any information they must learn through questions.
BoweryJE22 5 thoughts on “Rule #17”
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This was the Sandler rule that surprised me the most. It seems counter intuitive to ask the same questions you did as a dummy as an expert. Originally, it seems as though you should “outgrow” asking these dummy questions. However, it is important to stay curious and avoid making assumptions at any stage during your selling career.
This rule is crazy to me and I have a hard time believing. I understand how new salespeople genuinely might not know what the customer wants but to me this seems like they would then ask less relevant questions. While the experienced sales people have been in the industry longer and know what questions to ask.
You are so right – this is an essential rule of any sales process that will help lead to better sales! It is important to fully understand your prospect before you seal the deal to make sure what you are offering them will be truly beneficial. Asking “dummy” questions is a great way to ensure that you are understanding exactly what they are looking for.
This is really fascinating because usually you think experience will be beneficial. “We know a thing or two, because we’ve seen a thing or two.” That is so contrary to what I thought.
This is an underrated rule of sandlers and i think that it is one that needs more attention. great post.