Discover Sandler Rule #7: No Free Consulting, a critical principle for every salesperson. This video explains why you should avoid giving away your product knowledge, experience, and industry expertise for free, especially during the sales process. Learn that if you walk in and dissect an entire problem, offering a solution without a sales process, you risk giving away all the free advice, allowing the buyer to then use whoever they want because you've already solved their problem.
The video emphasizes that while salespeople instinctively want to talk and solve problems, it's crucial to learn and understand rather than immediately providing solutions. Instead of offering unsolicited advice, the focus should be on discovery, asking as many questions as possible, and getting as much information from the buyer as you give throughout the process. The opportunity to actually do any consulting only arises when the prospect has "earned the right" to your solutions by walking through your sales process. This involves identifying their gaps, understanding their motivations, and confirming if they are qualified. Both parties must earn their way to this stage. Implementing this rule can significantly improve your sales effectiveness.
Bonus Sandler Resource:
Download this complimentary guide to take charge of your next conversation by asking the right questions at the right time.
