Most of the strategies we’ve been taught in our sales class have been very new to me, but nothing like Sandler Rule #17. “The professional does what he did as a dummy, on purpose,” offers an approach that most people, and certainly including myself, would probably find to be counterintuitive but is very effective for sales. It suggests that the uninhibited questioning and active listening that is typical of more inexperienced salespeople are exactly what professionals should aim to replicate, “on purpose.”<\/p>\n
So initially, new salespeople often succeed not despite but because of their lack of knowledge. They succeed because they’re asking the basic questions to fill the gaps in their understanding and gathering information on prospect needs and preferences. This approach not only helps in understanding the prospect better but also builds a natural rapport as prospects feel genuinely heard and not just processed.<\/p>\n
As discussed in class, salespeople will become more experienced and move towards sharing more information and controlling conversations, motivated by a desire to show all their knowledge. This “move” can unfortunately lead to less effective communication, where potential prospects might feel overwhelmed by information rather than engaged by thoughtful questions.<\/p>\n
Rule #17 encourages experienced salespeople to purposefully adopt this beginner’s mindset. This involves asking the straightforward, obvious questions and listening carefully to the answers. The main goal is uncovering the true needs and desires of prospects through genuine interaction rather than steering them with leading questions or overwhelming them with information.<\/p>\n
By revisiting the basics of questioning and listening, salespeople can better connect with prospects which in turn fosters more trust and understanding, both of which pave the way for success!<\/p>\n","protected":false},"excerpt":{"rendered":"
Most of the strategies we’ve been taught in our sales class have been very new to me, but nothing like Sandler Rule #17. “The professional does what he did as a dummy, on purpose,” offers an approach that most people, and certainly including myself, would probably find to be counterintuitive but is very effective for […]<\/p>\n","protected":false},"author":3145,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-11456","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11456","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\/3145"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=11456"}],"version-history":[{"count":2,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11456\/revisions"}],"predecessor-version":[{"id":11589,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11456\/revisions\/11589"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=11456"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=11456"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=11456"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}