Sandler Rule #6: Your Time Is Worth No More or Less Than Your Buyer’s
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Your time is worth no more and no less than your buyers. This is an important Sandler rule because it's on both sides of the table. You should respect your time. You shouldn't be chasing opportunities that you're never going to win. But at the same time, you shouldn't be wasting your buyer's time pursuing sales processes and multiple meetings for things that are not going to work out either. It's a qualification rule reminding you that both parties have equal business stature and both parties have the right to say, this isn't worth our time.
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.