Discover Sandler Rule #3: "slow down the process to speed up the sale." This video explains why salespeople often rush, leading to potential roadblocks like buyers bringing in new people or asking for rework. By following the Sandler methodology, which involves identifying a buyer's pain, budget, and decision, you'll be prepared to close deals without "road bumps".
While pitching and presenting can be quick, proper qualification and discovery take time, often requiring longer meetings. The good news is that by doing this thoroughly, you'll need fewer meetings overall because you'll either stop the process sooner with unqualified prospects or accomplish more in each meeting. This ultimately leads to a shorter sales cycle.
Learn how to apply this crucial concept to your sales process to enhance efficiency and close deals more effectively. Discuss this rule with your sales team for practical application
Bonus Sandler Resource: Increase your sales pipeline by avoiding nine missteps that can keep you from achieving sales success.
