In this class we have been addressing The Sandler Rules. While many of them are great thinks to think about while trying to sell, the ones I have listed below are the ones that stood out to me the most<\/p>\n
It\u2019s normal and natural to assume this; however, it\u2019s important to look deeper into each scenario. Like a physician, we must ask ourselves \u201cis this the prospect\u2019s real problem or is it just a symptom?\u201d Before diagnosing and offering how we can address their challenges, we have to ask more questions to make sure we\u2019ll be getting at the root of their problem, and bringing value to the prospect by supporting their true goals. (Sandler Rule #38)<\/p>\n
You should always be helping the prospect discover the best reasons to buy from you \u2013 not telling them why they should. The prospect should know that they\u2019ll be buying from you long before you present your final pitch or proposal.\u00a0(Sandler Rule #15)<\/p>\n
One of the oldest Sandler philosophies is the 70\/30 rule. So often and especially in the beginning of a relationship, salespeople think they need to be doing all the talking, when they should be listening and asking questions. Keep in mind, if a prospect wanted a rundown of your products or services, he or she could just visit your website. The sales process is a conversation, and an honest and open one at that. (Sandler Rule #14)<\/p>\n
Always get the facts from your prospect about what they need and why. When your prospect is vague, politely ask for clarity. Veteran sales people are often the culprits of \u201creading minds\u201d because they think they\u2019ve seen it all. But when they jump to conclusions, they make erroneous assumptions that lead to wasted time at best, lost opportunities at worst.\u00a0\u00a0As the old adage goes, \u201cto assume is to make an ass out of you and me.\u201d\u00a0\u00a0(Sandler Rule #13)<\/p>\n","protected":false},"excerpt":{"rendered":"
In this class we have been addressing The Sandler Rules. While many of them are great thinks to think about while trying to sell, the ones I have listed below are the ones that stood out to me the most Assuming the problem that the prospect communicates is the real problem.\u00a0 It\u2019s normal and natural […]<\/p>\n","protected":false},"author":84,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2360","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2360","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\/84"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=2360"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2360\/revisions"}],"predecessor-version":[{"id":2361,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2360\/revisions\/2361"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=2360"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=2360"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=2360"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}