Most of David Sandler’s famous rules for selling are fairly easy to get your head around, once you understand the basic idea on which they are built. But there is one Sandler Selling Rule that makes a lot of salespeople uncomfortable.
Gabe got a text message from his sales manager, who had recently sat in on one of his sales calls. The text read: “People buy in spite of the hard sell, not because of it.”
Once upon a time, there was a young kid who graduated from high school, took a look at the help wanted ads, went out on a couple of interviews, and, within just a few days, landed his very first job.
Tom’s best customer, Meg, called and asked for a favor: “Can you talk to my new assistant Karen about getting up to speed with your software? She’s got a couple of questions I don’t have time to answer.” Theoretically, supporting a brand-new user was supposed to be training, and handled under a separate contract.
One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.
