Sandler Rule #4: People Don’t Argue With Their Own Data

By Marin Sales Advisory

If you can get really great at asking questions, you can uncover what the prospect is looking for. They'll share information about their situation, their budget, their numbers, and their decision-making process that you can rely on. If you try to tell them what their budget is, if you try to tell them that you have great customer service, it doesn't quite work out right.