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Dec 4

Tips To Success, Issue 13

December Productivity Newsletter 2019


Sales Tip: Sandler Rule #25

When You Don’t Want To Know The Future, Bring It Back To The Present

Ever had your prospects ask you to “put together a proposal” or “do some preliminary research” or “get some facts and figures together” to share with them at your next meeting? Don’t fall for it! Use the Sandler Technique LET’S PRETEND.

It sounds something like this: “I’d be happy to start working on that. Let’s pretend for a moment that I do XYZ and you are completely comfortable and thrilled with costs, approach, dates, etc. What would happen at that point?” (page 107, The Sandler Rules).

If they are unwilling to share what would happen next, think twice and don’t waste your time! This works for any prospective customer: homeowners, vendors, or referral parties. Make them tell you what happens next after all things check out. This will reveal to you who the real decision maker is, if there are any hidden stipulations or requirements, or if they simply don’t plan to do anything next.

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Sales Tip: Sandler Rule #26

People Buy In Spite Of The Hard Sell, Not Because Of It

The definition of “hard selling” is building your sales approach around YOUR REASONS for the prospect to buy. This is amateur technique and not recommended. In the image above, it is everything on the left. It’s all about you.

To take your sales to new heights, you must discover your PROSPECT’S SPECIFIC REASONS for buying your product/service. Only when you find their point of pain and help them discover how you can help alleviate it will the sale have a potential to close. This is depicted on the right in the image above. It’s all about them!

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Culture Tip: Carnegie Principle #13

Begin In A Friendly Way

Can I tell you something about myself? Sometimes I’m “trigger happy.” I get in front of a team member and I just hit them with all I’ve got. Now they are stressed and enter a defensive and protective state. It’s harder to get things done, and the quality of the work is poorer.

It’s amazing how much farther I get with an individual when I begin in a friendly way. When I pause long enough to take a deep breath to calm myself, smile genuinely, and start the conversation with how they’re doing, our interaction is better, more positive, and they are more receptive to the work I need to discuss with them. And because they feel cared about, the work they produce is better.

Give it a go! Put on your best most sincere smile, say “Hi”, ask “How are you doing today?”, then ask “How are you really doing?” Be genuine – phoniness and manipulation are smelled a mile away. People are people first. They are team members second.


The Sandler Rules, David Mattson
How To Win Friends and Influence People, Dale Carnegie