Sandler’s 23rd Rule struck me as very respectable. It’s titled, “The Way to Get Rid of a Bomb is to Defuse it Before it Blows Up”. Mattson discusses the necessity of addressing foreseen future problems before they naturally come up. I think I found this rule so interesting because, at its core, I see humility. Mattson is encouraging salespeople to humble themselves and bring up any issues on their own. This seems uncomfortable and even risky to the sale, but will ultimately create the best possible scenario for both the buyer and seller. This feeds very well into Pink’s restatement of the sales ABCs, particularly C, clarity. He is encouraging the fastest availability of transparency and honesty in the sales context. This can allow for so much peace in the purchase, when the buyer has trust in the seller’s motives. On the other hand, however, it can also speed up the process of eliminating a prospect. If the addressed problem is a deal breaker, both parties find out rather quickly and can carry on towards different solutions. Clearly, humbling yourself and defusing any future bombs before they have the chance to blow up is valuable sales, and life advice.
By henschelsf23
BoweryJE22 2 thoughts on “Sandler Rule 23 & Humility”
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I enjoyed reading your post on Sandler’s 23rd Rule. Mattson’s emphasis on preemptively addressing potential issues shows humility and integrity in sales. Additionally, it aligns with Pink’s ABCs, emphasizing clarity. By fostering transparency and trust, sellers not only increase the buying experience but also efficiently get away from incompatible prospects. This shows the power of honesty in fostering successful transactions.
Yes, this part of the sales process is going to be awkward at times. It is important to do this becuase it is able to get the best prospects for what your are selling.