The seventh Sandler Rule to sales is, \u201cYou don\u2019t have to\nlike prospecting, you just have to do it.\u201d I saw this rule in action during my\nsales internship two summers ago. I spent some time shadowing the company\u2019s top\nsales rep, Randy, and I had the opportunity to travel with him on several cold\ncalls. The company I worked for sold textbooks, so cold calling entailed paying\nvisits to instructors who may or may not have had previous contact with reps.\nSometimes, these visits were completely spontaneous. We simply hoped that the instructors\nwould happen to be in office hours during the time of our visits.<\/p>\n\n\n\n
Although my role during cold calling was primarily as an\nobserver, I always felt nervous as we walked onto college campuses and into\noffice suites without a previous appointment. Randy always remained cool and\ncollected, just as the Sandler Rule suggests that a salesman should not put too\nmuch pressure on himself. When I expressed my surprise at the ease with which\nhe performed these cold calls, Randy explained his approach in a way that\nreminds me of the \u201cprospecting for gold\u201d concept we discussed in class. He told\nme, \u201cYou\u2019re not going to sell to everybody. These visits are just to ask a few\nquestions, gauge interest, and then leave my card on the way out.\u201d <\/p>\n\n\n\n
As the Sandler Rule emphasizes, cold calling is truly a\nnumbers game. After each meeting with each potential prospect, Randy qualified\nhim based on the likelihood of a future deal. If we stayed for a while and the\ninstructor seemed interested in our products, Randy might say, \u201cI\u2019m giving him\na 70%. He was really unhappy with his current books.\u201d He subsequently revised and\nrecorded these numbers after each encounter with each prospect. <\/p>\n\n\n\n
If I ever find myself in a sales position, I hope to emulate\nRandy\u2019s ability to follow Sandler Rule number seven. Some of the best sales\nreps don\u2019t love cold calling, but they do it anyway, because they know if they\ndo it enough, they\u2019ll find prospects who it makes sense to do business with.<\/p>\n","protected":false},"excerpt":{"rendered":"
The seventh Sandler Rule to sales is, \u201cYou don\u2019t have to like prospecting, you just have to do it.\u201d I saw this rule in action during my sales internship two summers ago. I spent some time shadowing the company\u2019s top sales rep, Randy, and I had the opportunity to travel with him on several cold […]<\/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-5355","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5355","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=5355"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5355\/revisions"}],"predecessor-version":[{"id":5357,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5355\/revisions\/5357"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=5355"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=5355"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=5355"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}