Part of the lessons we are learning in sales includes some of the rules of Sandler. The Sandler rule number 17 is very important for a salesman to utilize. This rule is when the professional does what he does, as a dummy, on purpose. The salesman can use their knowledge to their advantage, but a good salesman is working towards discovering what the prospect needs and wants out of the relationship. With this rule, the concept is to ask dummy questions of the customer to clarify what exactly they want. Making sure that you are clear about what they want will allow you to understand how to approach this relationship and how you can further this potential transaction. As a salesperson, make sure to ask yourself whether what you are asking and\/or offering is in the prospect’s best interest.<\/p>\n
Once you ask the “dummy” questions, be sure to wait out the silence and allow them to speak. Make sure that they voice their opinions and make clear that they have the floor to express their thoughts. The silence may be awkward, but it is better to embrace it and make sure that they are available to think through the process. Also, when you do ask them questions, ask the prospect questions like a doctor would. Ask them simple questions that may seem obvious, and by doing so, you are able to avoid any assumptions that may be a mistake. Also, as always, answer their questions with a question. The prospect should be talking the majority of the time and if they are not, you may be spilling your candy in the lobby or other techniques that may backfire. As a salesman, asking good questions are for sure the key to success in making sales and even making business relationships in general.<\/p>\n","protected":false},"excerpt":{"rendered":"
Part of the lessons we are learning in sales includes some of the rules of Sandler. The Sandler rule number 17 is very important for a salesman to utilize. This rule is when the professional does what he does, as a dummy, on purpose. The salesman can use their knowledge to their advantage, but a […]<\/p>\n","protected":false},"author":3101,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[242,477,384],"tags":[],"class_list":["post-10316","post","type-post","status-publish","format-standard","hentry","category-business-relationships","category-salesman-qualities","category-sandler"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10316","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3101"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=10316"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10316\/revisions"}],"predecessor-version":[{"id":10317,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10316\/revisions\/10317"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=10316"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=10316"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=10316"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}