When you are selling a great product whose value you truly\nbelieve in, it is definitely tempting to gush to prospects about everything\nthat makes your product excellent. Sometimes, you know your product is the best\non the market and could benefit potential customers in many ways. But Sandler Rule\nnumber five reminds us that not every prospect is a potential customer;\nprospects have unique expectations and goals and are concerned with different\nambiguities associated with your product. <\/p>\n\n\n\n
During my sales and marketing internship, I had the\nopportunity to see Sandler Rule number five in practice. The rule states that a\nsalesman should not simply hear what he wants to hear from the customer and\nproceed to overwhelm him or her with information. I travelled with the\ncompany\u2019s best sales rep and watched him listen to customers to discover their\nneeds and pain points. <\/p>\n\n\n\n
The sales rep I shadowed exemplified the usefulness of this rule\nby first asking prospects which product they currently used. \u201cGreat,\u201d he said,\n\u201cand how well has it worked for you?\u201d More often than not, prospects expressed\none or more dissatisfactions with their current products. The sales rep\ncapitalized on these opportunities by gently suggesting how our product might\nhelp these prospects resolve their specific, unmet needs. He never gave in to\nthe temptation to inundate prospects with information about our products. He\nknew that every customer has unique concerns. The rep told me that, because our\ncustomers were older automotive and diesel mechanics who liked to get their\nhands dirty, they frankly did not care one bit about the technical aspects of\nour products \u2013 they simply wanted to learn how the products could make their\nlives easier. Because he listened before speaking, it is not a surprise that\nhis territory had the best sales numbers in America.<\/p>\n","protected":false},"excerpt":{"rendered":"
When you are selling a great product whose value you truly believe in, it is definitely tempting to gush to prospects about everything that makes your product excellent. Sometimes, you know your product is the best on the market and could benefit potential customers in many ways. But Sandler Rule number five reminds us that […]<\/p>\n","protected":false},"author":187,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-4812","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4812","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\/187"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=4812"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4812\/revisions"}],"predecessor-version":[{"id":5389,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4812\/revisions\/5389"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=4812"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=4812"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=4812"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}