Rule numbe 38 of Sandler’s Rules states that “the problem the prospect brings you is never the real problem.” \u00a0This statement is referring to sales, but what is even more interesting is that this applies to my everyday life. \u00a0I have not only seen this in the people around me, but I have also seen this in me. \u00a0What I have realized is that there is always something more.<\/p>\n
What we learned in class was that people often approach problems from remote angles. \u00a0In this, they definitely are not aware of the core issues. \u00a0Or, if they are aware of the core issues they choose not to verbalize those hesitations. \u00a0Usually, in non-sales situations, you would have to push the other person just a little with more detailed questions to allow them to speak their mind about what is truly wrong. \u00a0In a sales situation this is different.<\/p>\n
There are a few things to be aware of when it comes to the prospect never truly bringing you the real problem. Beware of accepting false premises. \u00a0A way to get around this is to ask questions that will get to the root of the problem. \u00a0 The goal is to look beyond the symptoms and find the root cause to the problems. \u00a0Listen, question, and help the person figure out the main problem. \u00a0From there, find the solution and deliver.<\/p>\n
<\/p>\n","protected":false},"excerpt":{"rendered":"
Rule #38 | Problems Rule numbe 38 of Sandler’s Rules states that “the problem the prospect brings you is never the real problem.” \u00a0This statement is referring to sales, but what is even more interesting is that this applies to my everyday life. \u00a0I have not only seen this in the people around me, but […]<\/p>\n","protected":false},"author":51,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2131","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2131","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\/51"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=2131"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2131\/revisions"}],"predecessor-version":[{"id":2136,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2131\/revisions\/2136"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=2131"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=2131"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=2131"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}