Sandler Rule #5
Establish And Maintain Equal Business Stature
Establish and maintain equal business stature. What does that mean?
Equal business stature means that both parties, the buyer and the seller, have the right to say no. They have the right to ask questions. They have a right to make the best deal possible for themselves and for the other party.
A lot of times, salespeople become yes-men. They say yes to whatever the prospect wants, or they craft and change their presentation or proposal or adjust their sales process to skip steps because they think that’s what the buyer wants. But you’re also a professional. You’ve done way more sales calls than they have. You have the right to ask for what you want. You have the right to get the information that you need to do the best sales presentation possible.
Discuss this rule with your sales team and think about how you can apply it in your sales process. Find the book, How To Sell To The Modern Buyer, at Amazon or shop.sandler.com and subscribe to our channel, Sandler Worldwide, for the rest of the Sandler Rules!
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