Sandler Rule: Don't Be Afraid to Close the File

The traditional salesperson’s instinct is to go after a sales at any cost. Keep trying, keep pushing, and you may get lucky. Or, you may waste your time on an unqualified, disinterested prospect - time you could be spending with real prospects. Sandler trained salespeople aren’t afraid to close the file on a sale that isn’t working. You’ll go through the qualifying process, and if the prospect isn’t qualified, you will move on to the more viable opportunity. A qualified prospect will have pains that you product or service can eliminate, a sufficient budget for your solution, and the ability and willingness to make the buying decision. Without those elements, you’re not talking to a prospect, you’re talking to someone who will drain your resources and not take you to the bank.