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Sandler Rule #50: Don’t buy back tomorrow what you sold today

Sandler Rule #50: Don’t buy back tomorrow what you sold today

The Sandler Rule, "Don't Buy Back Tomorrow What You Sold Today," reminds salespeople to manage buyer's remorse and sustain momentum after closing a deal. Once the sale is completed, the buyer has made a significant investment but hasn’t yet seen results, which can lead to uncertainty. To mitigate this, it's crucial to set clear expectations for the next steps, whether it’s transitioning to the customer success team or outlining the timeline for results. Avoid overselling or making unrealistic promises, as that only leads to disappointment. Stay engaged after the sale, ensuring smooth transitions and ongoing communication to prevent buyer regret or the risk of losing the deal.

Make sure you are asking the right questions in your sales meetings.  Click here for a free resource.