Another Sandler rule is “don’t do unpaid consulting”. This can be a game changer for almost anyone in the sales world. It’s not necessarily about being unhelpful or secretive, but it’s more about securing the business before you provide solutions. This ensures that you are paid as you should for your time and expertise. Unpaid consulting often happens when people give away too much advice or service during the sales process. This is dangerous for your salespeople because prospects may take your advice and use it, or they may take your advice and shop around to see what others have to say before picking someone to do business with. There is definitely a fine line to walk between providing value in your pitch in sales conversations, but keeping enough value nuggets in your back pocket to convince the client that they must do business with you in order to get those nuggets. So, how do you salespeople avoid this type of mistake? First you must ensure that whoever you are talking to is genuinely interested and capable in making a purchasing decision. Second, use a consultative selling approach that requires asking questions of the prospect before providing solutions. This helps you develop a relationship with the client, and fully understand his wants and needs, which positions you as a trusted advisor rather than just another salesperson. That being said, your expertise is how you make money. So you must show parts of your expertise in order to help the prospect understand that you’re the right person to work with. This leads to engagements that are beneficial for both you and your client. By adopting this “no free work” mindset you will not only be paid for the work you do, but you will protect yourself from prospects who potentially want to shop around and aren’t serious buyers. This will ultimately lead to more meaningful and productive relationships and will increase your selling effectiveness.<\/p>\n","protected":false},"excerpt":{"rendered":"
Another Sandler rule is “don’t do unpaid consulting”. This can be a game changer for almost anyone in the sales world. It’s not necessarily about being unhelpful or secretive, but it’s more about securing the business before you provide solutions. This ensures that you are paid as you should for your time and expertise. Unpaid […]<\/p>\n","protected":false},"author":3125,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-11357","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11357","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\/3125"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=11357"}],"version-history":[{"count":2,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11357\/revisions"}],"predecessor-version":[{"id":11725,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11357\/revisions\/11725"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=11357"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=11357"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=11357"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}