Sandler Rule #5 reminds salespeople to never answer unasked\nquestions. During my summer internship, I heard a story that confirms the\nusefulness of this rule.<\/p>\n\n\n\n
A salesman described to me a scene in which he, an account\nmanager, and a director of production were sitting at a board room table filled\nwith representatives from a potential customer. This meeting was one of the\ncompany\u2019s most important in years. The deal hanging in the balance was for\nseveral million dollars \u2013 it would be the company\u2019s greatest contract to date.\nAfter many lengthy discussions, the two parties began discussing price. The\nsalesman\u2019s first suggested price was a fair price, but it was also slightly\nhigher than that of most accounts\u2019. The potential new customers did not know\nthis, and several of them nodded in agreement with what they felt was a\nreasonable price. The close of the sale was perhaps only a matter of minutes\naway. The salesman and account manager were almost ready to celebrate an\nincredible deal and the beginning of a relationship with an exceptionally large\nclient.<\/p>\n\n\n\n
To everyone\u2019s astonishment, the company\u2019s director of\nproduction blurted out, \u201cBut if you need a lower price, we can do that too.\u201d\nThe room fell completely silent. The customers hadn\u2019t asked for a lower price. After\novercoming his surprise, the salesman struggled to quickly recover the\nsituation. He said, \u201cGentlemen, please disregard that comment. We\u2019ve reached an\nexcellent price for all of us.\u201c Miraculously, the deal went through as\noriginally planned. The account manager later told me, \u201cWhen you look around\nthe room and see heads nodding, you stop talking.\u201d The director\u2019s complete lack\nof sales experience caused him to violate an essential rule of selling and\nalmost cost the company its best contract in history. Needless to say, sales\nreps didn\u2019t invite him to sales-related meetings for some time afterward.<\/p>\n","protected":false},"excerpt":{"rendered":"
Sandler Rule #5 reminds salespeople to never answer unasked questions. During my summer internship, I heard a story that confirms the usefulness of this rule. A salesman described to me a scene in which he, an account manager, and a director of production were sitting at a board room table filled with representatives from a […]<\/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-5018","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5018","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=5018"}],"version-history":[{"count":2,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5018\/revisions"}],"predecessor-version":[{"id":5386,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5018\/revisions\/5386"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=5018"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=5018"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=5018"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}