One of the Sandler Rules, which is rule 43 says “You don’t learn how to win by getting a ‘yes’ – you learn how to win by getting a no”. I thought that this rule was interesting because it would make sense to win by getting more yeses than no’s, but Sandler made a good point about how a no leads you to more yeses. Changing our focus from viewing a no as a negative to viewing it as a positive helps us to understand that more prospects will say no instead of a yes. Getting a no also makes a salesperson’s life easier because it separates the clear no answers from the eventual yes answers. A customer can end up leading a salesperson on and on about maybe buying their product or service but getting a straight no saves both parties from wasting their time and efforts. Sandler also talked about how you can set yourself up for a win by getting more no’s because you can feel good about getting negative results. It was interesting to hear this different thinking because getting a no is normally negative and not positive. Switching our thinking helps us to see that a no isn’t a bad thing but actually a good thing because you’ll find the right prospects who will say yes. In class we also talked about how we shouldn’t be afraid of a no and not being afraid of introducing negative questions. This helps with selling because sometimes you want to go for a no since most yeses are often a lie. Getting a hard no is better than getting a fake yes because some prospects will only say yes to not hurt your feelings. Getting a no helps to find the right yeses and from the fake yeses quicker and helps you evaluate where the prospect stands.<\/p>\n","protected":false},"excerpt":{"rendered":"
One of the Sandler Rules, which is rule 43 says “You don’t learn how to win by getting a ‘yes’ – you learn how to win by getting a no”. I thought that this rule was interesting because it would make sense to win by getting more yeses than no’s, but Sandler made a good […]<\/p>\n","protected":false},"author":3230,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,54],"tags":[],"class_list":["post-14061","post","type-post","status-publish","format-standard","hentry","category-sales-tips","category-the-sander-rules"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14061","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\/3230"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=14061"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14061\/revisions"}],"predecessor-version":[{"id":14064,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14061\/revisions\/14064"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=14061"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=14061"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=14061"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}