In this video, we explore Sandler Rule #6: "Your time is worth no more and no less than your buyer's". This crucial Sandler rule emphasizes that both parties have equal business stature and the right to determine if a pursuit is worth their time. It serves as a qualification rule, reminding sellers to respect their own time by not chasing opportunities that are unlikely to lead to a win.
Simultaneously, it highlights the importance of respecting the buyer's time by avoiding lengthy sales processes and multiple meetings for solutions that won't work out. The principle underscores the idea that your time is just as valuable as whomever you're dealing with.
Spending time with individuals who are uninterested in help or unwilling to honestly discuss their problems takes valuable time away from potential partners who are ready to invest time, energy, effort, resources, and money in securing a partnership to solve their problems. The ability to stand "toe-to-toe" and say "no, it's not a fit" on either side is essential, as failing to do so does a disservice to each party.
Consider discussing this rule with your sales team and identifying ways to integrate it into your sales process.
Bonus Sandler Resource: Download this complimentary guide to learn about modern prospecting mistakes and how to avoid making them.
