In this video, we break down Sandler Rule #7: No Free Consulting, one of the most practical and profitable rules in the Sandler Selling System.
Too many sales professionals unintentionally give away their expertise during early sales conversations. They diagnose problems, offer solutions, and provide strategic guidance before the prospect has demonstrated commitment or qualification. The result, lost leverage, commoditized value, and stalled deals.
This session explains why discovery must come before consulting, how to avoid oversharing product knowledge, and what it means for a prospect to “earn the right” to receive your recommendations.
If your team struggles with prospects who take your ideas and go silent, this rule is essential.
You will learn:
• Why unsolicited advice weakens positioning
• How to balance information exchange during discovery
• When consulting is appropriate in the sales process
• How to prevent prospects from shopping your expertise
Mastering this rule protects margins, strengthens authority, and improves close rates.
Ready to strengthen your team’s sales discipline and stop giving away free consulting?
Connect with us to learn how the Sandler methodology can help your organization build a structured, repeatable sales process that drives predictable revenue growth. Schedule a conversation today.
