,<\/em><\/strong><\/b>written by David Mattson, CEO of Sandler Training.\u00a0 I found it to be chock full of integrity-aligned sales principles and strategies that move sales away from a \u201csleazy\u201d endeavor of trying to pull a fast one over on your would-be client, to a more empowering, empathic, curious and open sharing of your talents and services in a way that creates a win\/win relationship for all involved.<\/p>\nI reached out to Dave Mattson to learn more about what Sandler teaches that makes them so effective.\u00a0 Founded in 1967, Sandler Training has helped thousands of companies become more profitable by training sales professionals with a unique selling system of techniques and guiding principles that focuses on asking questions, talking less, educating more, and knowing when to walk away. In many ways, these ideals are fundamentally different from traditional sales techniques, but Sandler is obviously doing something right. Sandler Training is the world\u2019s leader in sales development training programs for salespeople at small, medium and Fortune-sized businesses as well for as solopreneurs, entrepreneurs and independent consultants, delivering an estimated 92,000 training hours per year.<\/p>\n
Dave shared that despite Sandler Training\u2019s growing popularity, sales people the world over still continue to commit sales suicide through common blunders and mistakes. While many learn from those mistakes, others fall into the same selling traps continuously.<\/p>\n
Below are Dave\u2019s 10 Essential Selling Principles That Most Salespeople Get Wrong.\u00a0<\/strong><\/b> These 10 blunders are addressed through the Sandler Rules, and the solutions to these errors are reinforced regularly at the 225 Sandler Training centers located throughout the world.<\/p>\n\n- <\/b>Assuming the problem that the prospect communicates is the real problem. <\/strong><\/b>It\u2019s normal and natural to assume this; however, it\u2019s important to look deeper into each scenario. Like a physician, we must ask ourselves \u201cis this the prospect\u2019s real problem or is it just a symptom?\u201d Before diagnosing and offering how we can address their challenges, we have to ask more questions to make sure we\u2019ll be getting at the root of their problem, and bringing value to the prospect by supporting their true goals. (Sandler Rule #38)<\/li>\n
- <\/b>Thinking that your sales \u201cpresentation\u201d will seal the deal.<\/strong><\/b>You should always be helping the prospect discover the best reasons to buy from you \u2013 not telling them why they should. The prospect should know that they\u2019ll be buying from you long before you present your final pitch or proposal.\u00a0 (Sandler Rule #15)<\/li>\n
- <\/b>Talking too much. <\/strong><\/b>One of the oldest Sandler philosophies is the 70\/30 rule. So often and especially in the beginning of a relationship, salespeople think they need to be doing all the talking, when they should be listening and asking questions. Keep in mind, if a prospect wanted a rundown of your products or services, he or she could just visit your website. The sales process is a conversation, and an honest and open one at that. (Sandler Rule #14)<\/li>\n
- <\/b>Believing that you can sell anybody anything.\u00a0 <\/strong><\/b>People don\u2019t buy simply on your say-so. A prospect must go through a period of self-discovery before making the decision that your product or service is the right solution. Resistance is pre-programmed and people don\u2019t like to be told what to do (or buy). A better approach than \u201cselling by telling\u201d is to ask key questions or relate third-party stories that allow the prospect to discover<\/em> the benefits and advantages of your product or services.\u00a0 When you ask questions that lead to a discovery, the prospect then \u201cowns\u201d the discovery and the resistance disappears. After all, people don\u2019t tend to argue with their own data. (Sandler Rule #27)<\/li>\n
- <\/b>Over-educating the prospect when you should be selling.<\/strong><\/b>The initial goal in selling is to find out why, and under what circumstances, the prospect will buy from you. Asking questions is first, and sharing your materials and specifics comes next. Sell today, educate tomorrow. (Sandler Rule #21)<\/li>\n
- 6. <\/strong><\/b>Failing to remember that salespeople are decision makers, too.<\/strong><\/b> Every step of the way through the sales cycle, a salesperson must make critical decision as to whether to continue investing time in the relationship with the prospect. If you as the salesperson are a poor decision-maker, your lack of clarity and decisive action will be mirrored in your prospect\u2019s behavior. Remember, the shorter your selling cycle, the more leads you close over time. (Sandler Rule #36)<\/li>\n
- <\/b>Reading minds.<\/strong><\/b> Always get the facts from your prospect about what they need and why. When your prospect is vague, politely ask for clarity. Veteran sales people are often the culprits of \u201creading minds\u201d because they think they\u2019ve seen it all. But when they jump to conclusions, they make erroneous assumptions that lead to wasted time at best, lost opportunities at worst.\u00a0 As the old adage goes, \u201cto assume is to make an ass out of you and me.\u201d\u00a0 (Sandler Rule #13)<\/li>\n
- <\/b>Working as an \u201cunpaid consultant\u201d in an attempt to close a deal.<\/strong><\/b> Sandler advises salespeople to play \u201cLet\u2019s Pretend\u201d when a prospect asks for additional work and information before making a buying decision. Ask your prospect to picture a scenario where you complete the additional groundwork and provide a solution that fits everything the prospect needs \u2013 then what happens, will they buy from you? If they can\u2019t envision pulling the trigger even after you\u2019ve done the additional work, or if they\u2019d still need another step in the process, it may be time to walk away or you may ask to move directly to this second step.\u00a0 When you want to know the future, bring it back to the present. (Sandler Rule #25)<\/li>\n
- <\/b>Being your own worst enemy. <\/strong><\/b>Never blame the prospect for stalling the process. Instead, look inward. It\u2019s the job of the salespeople to assure the prospect and address detours. The only way to streamline the process is to continue to refine your own sales approach and technique. (Sandler Rule #44)<\/li>\n
- <\/b>Keeping your fingers crossed that a prospect doesn\u2019t notice a problem. <\/strong><\/b>Sandler teaches that the only way to avoid a potential disaster is to address it before it erupts.\u00a0 Always come clean and be open and transparent if something problematic comes up along the selling cycle. The prospect will respect that you \u201ccame clean\u201d and shared it, and together you can problem-solve, building a solidifying team approach to the issue. (Sandler Rule #23)<\/li>\n<\/ol>\n
\u00a0*\u00a0 *\u00a0 *\u00a0 *\u00a0 *<\/strong><\/b><\/p>\n","protected":false},"excerpt":{"rendered":"https:\/\/www.forbes.com\/sites\/kathycaprino\/2013\/05\/03\/10-essential-selling-principles-most-salespeople-get-wrong\/ 10 Essential Selling Principles Most Salespeople Get Wrong Dave Mattson, CEO of Sandler Training Several months ago, a client of mine who runs a small, profitable business serving other businesses shared with me that she was receiving powerful sales<\/p>\n","protected":false},"author":1549,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-67","post","type-post","status-publish","format-standard","hentry","category-blogs"],"_links":{"self":[{"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/posts\/67","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/users\/1549"}],"replies":[{"embeddable":true,"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/comments?post=67"}],"version-history":[{"count":0,"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/posts\/67\/revisions"}],"wp:attachment":[{"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/media?parent=67"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/categories?post=67"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/iblog.dearbornschools.org\/teetsb\/wp-json\/wp\/v2\/tags?post=67"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}