Sandler Rule: Don't Do Anything Unless You Know Why You Are Doing It

Understanding why you’re doing what you’re doing on a sales call and knowing what you’re going to do next is all part of using a systematic approach to selling. Following this Sandler Rule will prevent you from falling into the traps that traditional salespeople do, such as adjusting your price to chase the sale or having the rules of the “game” changed by the prospect in the middle of a sales call. You won’t be caught scrambling to adjust to circumstances out of your control, and you won’t be left wondering why you ever agreed to the things you agreed to. Work the Sandler System, stay in control, and always know why you’re doing what you’re doing.