{"id":10743,"date":"2024-03-02T22:36:26","date_gmt":"2024-03-02T22:36:26","guid":{"rendered":"https:\/\/gccwebsites.com\/startupsales\/?p=10743"},"modified":"2024-03-02T22:36:26","modified_gmt":"2024-03-02T22:36:26","slug":"sandler-rule-13","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/sandler-rule-13\/","title":{"rendered":"Sandler Rule #13"},"content":{"rendered":"<p><strong>No Mind Reading<\/strong>.<\/p>\n<p>This is\u00a0rule #13 in David Mattson&#8217;s book &#8220;The Sandler Rules.&#8221;<\/p>\n<p><img decoding=\"async\" data-src=\"https:\/\/img.huffingtonpost.com\/asset\/59a7d5bc170000290028798a.jpeg?ops=scalefit_720_noupscale\" alt=\"The Destruction \u201cMind-Reading\u201d Causes in a Relationship | HuffPost  Contributor\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" \/><\/p>\n<p>No, this is not implying that salespeople are telepathic. This rule simply means that a salesperson should not assume that they know what their prospect is thinking. According to Mattson, misreading between the lines is a common way to lose a sale.<\/p>\n<p>Sometimes a prospect will say things that are vague or could have different implications. When these situations arise, it is important as a salesperson to clarify what the prospect means. You should be after solid evidence of what the prospect is thinking. Get the facts.<\/p>\n<p>Here are some good examples of clarifying questions or phrases to help in these situations:<\/p>\n<ul>\n<li>&#8220;Help me understand that a little better.&#8221;<\/li>\n<li>&#8220;Tell me more about that.&#8221;<\/li>\n<li>&#8220;Which means&#8230;&#8221;<\/li>\n<li>&#8220;You must be telling me that for a reason.&#8221;<\/li>\n<li>&#8220;And&#8230;?&#8221;<\/li>\n<li>&#8220;Like&#8230;?&#8221;<\/li>\n<\/ul>\n<p>Asking a few simple questions like these gives a salesperson the tools they need to avoid any confusion of what a prospect means.<\/p>\n<p>The trap of mindreading can be easier to fall into as you grow as a salesperson and become more comfortable in sales situations. You have more experiences to call on to relate to a current situation. Be careful and keep your guard up to avoid jumping to conclusions before discovering the relevant facts about a prospect. It does not matter how similar the situation feels to ones you have delt with in the past.<\/p>\n<p>Next time you are in a sales situation, remember rule #13 and keep a few of these clarifying questions in your back pocket. This will ensure everyone is on the same page, and it will be easier to close the sale.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>No Mind Reading. This is\u00a0rule #13 in David Mattson&#8217;s book &#8220;The Sandler Rules.&#8221; No, this is not implying that salespeople are telepathic. This rule simply means that a salesperson should not assume that they know what their prospect is thinking. According to Mattson, misreading between the lines is a common way to lose a sale. [&hellip;]<\/p>\n","protected":false},"author":3143,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-10743","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10743","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\/3143"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=10743"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10743\/revisions"}],"predecessor-version":[{"id":10744,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10743\/revisions\/10744"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=10743"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=10743"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=10743"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}