Discover Sandler Rule #2: If Your Competition Does It, Stop Doing It Right Away, a core principle for differentiating yourself in the sales process. Learn why simply having "great customer service" or "great value" isn't enough when your competition says the same thing, leaving buyers confused.
This video explains the importance of "zigging when everybody else is zagging" to give you a better chance at making the sale. Understand how operating differently makes you look distinct from a typical salesperson, which prospects will feel. The Sandler system offers unique techniques and a business development process that provide a competitive advantage by being clear, helpful, and positively impactful with clients.
This approach fosters stronger relationships, even with prospective clients who are not yet ready to onboard, reinforcing the integrity of your interactions. Discuss this rule with your sales team and consider how to apply it in your sales process.
Bonus Sandler Resource:
Why Sales Leaders Fail
Did you know that the average tenure of a Sales VP is between two to two and a half years? They barely have time to unpack their bags and get settled before they look for another position. In the meantime, the company does not just lose a Sales VP, they lose their best salesperson as well.
Why does this happen? And what can we do to change this dynamic?