For the second half of this semester, we’ve been learning more of Sandler’s Rules and how to apply these selling principles. Here is a summary of the Rules covered since the middle of the semester:<\/p>\n
Rule #38:\u00a0“The problem that the prospect brings to you is never the real problem.”<\/strong> Here, we learn that there is almost always a deeper problem that the prospect haves that is not revealed initially.<\/p>\n Rule #15: “The best sales presentation you will ever give, the prospect will never see.”<\/strong> Essentially, if you give a “good” sales pitch, it should never be given to the prospect since you should never just sell to them.<\/p>\n Rule #31: “Close the sale or close the file.”<\/strong> This means that a salesperson should discern whether it’s a good fit and the sale should be pursued, or if the file should be closed on it if it isn’t the right decision.<\/p>\n Rule #18: “Don’t paint seagulls in your prospect’s picture.”\u00a0<\/strong>Salespeople should never try to impose their own opinions or perspective on the prospect, but rather let the prospect tell them everything they need to know.<\/p>\n Rule #39: “When all else fails, become a consultant.”\u00a0<\/em><\/strong>If the sale isn’t going to go through, the best thing you can do as a salesperson is be a helpful presence for the person trying to find solutions to their problems.<\/p>\n Rule #45: “Express your feelings through third party stories.”\u00a0<\/strong>Instead of sharing personal stories and experiences, talking about other people makes the situation less threatening for the prospect.<\/p>\n Rule #16: “Never ask for the order, make the prospect give up.”\u00a0<\/i><\/strong>As a salesperson, you should never jump to conclusions and ask for the order, but rather let the prospect give up searching for alternate solutions aside from your product.<\/p>\n Rule #17: “The professional does what he did as a dummy on purpose.”\u00a0<\/em><\/strong>As an inexperienced salesperson, or a “dummy,” lots of questions are asked and an aura of curiosity is there. A professional salesperson must “act” like a dummy and still ask questions\/be curious.<\/p>\n","protected":false},"excerpt":{"rendered":" For the second half of this semester, we’ve been learning more of Sandler’s Rules and how to apply these selling principles. Here is a summary of the Rules covered since the middle of the semester: Rule #38:\u00a0“The problem that the prospect brings to you is never the real problem.” Here, we learn that there is […]<\/p>\n","protected":false},"author":177,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-4684","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4684","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\/177"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=4684"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4684\/revisions"}],"predecessor-version":[{"id":4685,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4684\/revisions\/4685"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=4684"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=4684"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=4684"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}