Sandler Rule #4: People Don’t Argue With Their Own Data
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People don't argue with their own data. What does that mean? Well, if you can get really great at asking questions, you can uncover what the prospect is looking for. They'll share information about their situation, their budget, their numbers, and their decision-making process that you can rely on. If you try to tell them what their budget is, if you try to tell them that you have great customer service, it doesn't quite work out right.
Other bad salespeople have beaten you to this sales call. So get really great at asking questions and helping uncover their data. You can take that to the bank.
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 discussion guides and the full list of Sandler Rules at sandler.com/rules.