In Sandler Rule #49, Mattson concludes that the salesperson must nurture his prospect’s Child, while suppressing his inner-Child. The Child is the ego state where we store feelings about right and wrongs, shoulds and shouldn’ts, and dos and don’ts. This ego state embodies a person’s feelings and how he reacts to a message.<\/p>\n
Your prospect’s Child is the ego state that is critical to the buyer-seller reaction. In the end, the prospect’s Child must want what you have to sell. In other words, it is how they feel when they think about purchasing your product or service. It all begins with the Child. If this ego state does not give you the thumbs up, the sale is doomed from the start.<\/p>\n
On the other hand, the salesperson’s Child must play no role at all in the sales process. This means he should neither look for approval or acceptance nor react in a negative manner when things aren’t going his way. If you fail to do this, you cannot be objective nor keep emotions in check. When your subjective nature along with your emotions come to the surface, the prospect will view you as a biased, non-credible source. The salesperson must withhold his inner-Child in order to conceal his self interests. This will inevitably lead to a more trusting environment and success during the sale process.<\/p>\n","protected":false},"excerpt":{"rendered":"
In Sandler Rule #49, Mattson concludes that the salesperson must nurture his prospect’s Child, while suppressing his inner-Child. The Child is the ego state where we store feelings about right and wrongs, shoulds and shouldn’ts, and dos and don’ts. This ego state embodies a person’s feelings and how he reacts to a message. Your prospect’s […]<\/p>\n","protected":false},"author":67,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2199","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2199","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\/67"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=2199"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2199\/revisions"}],"predecessor-version":[{"id":2200,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2199\/revisions\/2200"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=2199"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=2199"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=2199"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}