David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.
Make sure your people understand roles and responsibilities. Miscommunication and keeping people in the dark is probably one of the ongoing challenges for any leader. When you have projects, let's assume that project is going to do something very important for your organization and you've got the right people on the project.
When David Sandler created the Sandler Selling System he was looking to help guide salespeople to sales success. His techniques are effective and timeless – and since 1967 salespeople have been referring to them.
If you've been Sandler trained, then you've probably also connected with a certain Sandler Rule. Each of the Sandler Rules provide helpful insight and guidance related to business and sales that help professionals navigate a meeting, adjust their outlook or test techniques that lead to profitable returns
Ask most salespeople to describe the purpose of each interaction with a prospect and they'll probably say something like:
"build the relationship"
"solve their problems"
All good answers, but the real purpose of every interaction with a prospect is to get to the truth.
What's uncomfortable about getting the truth in an interaction with a prospect? Ask any salesperson this question and most of the time their answer will be something like "I might not get their business!"e