Sandler Rule 31 reminds salespeople to \u201cclose the case or\nclose the file.\u201d When a prospect says \u201cno,\u201d a salesperson can ask questions to\ndiscover what the \u201cno\u201d really means. While exploring this, a salesperson should\npursue three questions: Is this a good fit? Is this person willing to work with\nme? Could my efforts be more productive somewhere else?<\/p>\n\n\n\n
During my job search throughout my senior year, I have had\nto learn both when to close the file on a job and when to let the file close on\nme. For example, I once went to an interview for a sales job in which the\ninterviewer asked me if I would be willing to relocate. I explained that I\nwould be willing to relocate on a temporary basis for training, but that I\nwould like to stay in the Pittsburgh area in the long-term. The interviewer responded,\n\u201cWe need an unequivocal yes.\u201d I was not able to give such a definite answer. Within\nfive minutes of the start of the interview, the interviewer explored my \u201cno\u201d to\nunderstand that this would not be a good fit for either of us. He said, \u201cWe\nappreciate you coming in, but there\u2019s no point in going through the motions of\nthe interview.\u201d<\/p>\n\n\n\n
While closing the file on a job is almost always disappointing,\nI am grateful for this interviewer\u2019s ability to probe for the \u201cno.\u201d Often, a\ngood fit simply does not exist. In these cases, it is better for both parties\nto understand this sooner rather than later. I wish that a few of my other job\nleads had concluded in a similar way, rather than with me giving up after\nmonths of trying to find a fit where there was not one. By exploring \u201cno\u2019s\u201d and\nbecoming more willing to close the file, applicants and employers alike can\nmove forward and apply their efforts in more productive ways elsewhere.<\/p>\n","protected":false},"excerpt":{"rendered":"
Sandler Rule 31 reminds salespeople to \u201cclose the case or close the file.\u201d When a prospect says \u201cno,\u201d a salesperson can ask questions to discover what the \u201cno\u201d really means. While exploring this, a salesperson should pursue three questions: Is this a good fit? Is this person willing to work with me? Could my efforts […]<\/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-5697","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5697","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=5697"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5697\/revisions"}],"predecessor-version":[{"id":5698,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5697\/revisions\/5698"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=5697"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=5697"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=5697"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}