Why do great salespeople talk less and ask more? Because people don’t argue with their own conclusions.
In this episode, we explore Sandler Rule #4: People Don’t Argue With Their Own Data—a core principle of consultative selling. Discover how to shift from telling to asking, and how structured, strategic questions help prospects reveal their own needs, budget, pain, and urgency.
Using tools like the Sandler Pain Funnel, you’ll learn how to guide the conversation so the buyer uncovers the truth for themselves—and buys in more deeply as a result.
🔍 Stop pitching. Start uncovering.
🎯 Learn why the best closers let the prospect do most of the talking.
📊 Apply this mindset to complex B2B deals, where trust and clarity drive results.
Whether you’re leading a sales team or sharpening your own skills, this 2-minute video delivers a simple but powerful mindset shift.
Bonus Sandler Resource:
Download now to learn how DISC tools and assessments can support you and your team’s journey to fulfill your potential.