Sandler’s Rule #38 states “The problem the prospect brings you is never the real problem.”\u00a0 People often approach their problems from remote angles or from as broad of a view as possible.\u00a0 They are not always aware of their core issues, but also they usually don’t want to reveal the underlying issue.\u00a0 This makes it very difficult for the sales person to discover what the customer’s true pains and needs are.<\/p>\n
An encounter I had with this principle is when my teammate had to go to my coach and discuss her stress from volleyball with him.\u00a0 When she went in, my coach began by asking her how she was doing and feeling about volleyball.\u00a0 She answered his questions in a very broad approach, stating she was a bit stressed and feeling overwhelmed lately.\u00a0 As coach listens to her stress and feelings, he continued to ask deeper questions to learn what was causing these feelings.\u00a0 For example, he asked if there were specific moments in the games or practice that were causing these feelings.\u00a0 Were there things he said that were causing these feelings?\u00a0 Were her relationships with her teammates and friends doing well?\u00a0 As he continues to ask questions, he also shifted to asking “Why?” a few times to continue to dive deeper into the issue.\u00a0 Because of the bonding and rapport he has built with this teammate, he was able to comfort her and encourage her to share her true feelings.\u00a0 Once he discovered the true issue, he was able to provide support and assist her in solving this problem.\u00a0 Although this is not directly a sales example, the scenario is the same.\u00a0 It is important to be able to get to the root cause of the pain so that you are able to help the prospect.<\/p>\n
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Sandler’s Rule #38 states “The problem the prospect brings you is never the real problem.”\u00a0 People often approach their problems from remote angles or from as broad of a view as possible.\u00a0 They are not always aware of their core issues, but also they usually don’t want to reveal the underlying issue.\u00a0 This makes it […]<\/p>\n","protected":false},"author":3132,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-11681","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11681","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\/3132"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=11681"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11681\/revisions"}],"predecessor-version":[{"id":11686,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11681\/revisions\/11686"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=11681"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=11681"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=11681"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}