Sandler Rule #25: The Art of Listening and Putting Customers First in Sales

the most important subject people like to talk about is themselves that means that you shouldn't be talking about your products or Services early in a sales call nobody cares about your features and benefits and until they find out what's in it for them so the best thing that we can do on a sales call is to ask

questions about their situation their budget their decision-making criteria when they're talking about their situation they're talking about the thing that is most important to them that's themselves when you debrief with yourself and you say was that a good sales call or not you need to ask yourself one question who was talking more was it them or me

if the answer is me in my opinion it's not a good sales call so to stay on the right side of the equation sales equation all the time ask yourself this are you making it about them are you making it about you it's the Baseline for everything that we do if I continue

to make it about them if I continue to close my mouth open my ears and ask great questions I will learn everything I need to know about them to sell to them if it makes sense sometimes it doesn't so for me that rule is so core to everything we do make it about them

not about you but that's really hard for sales people because we love our product we love our company we're passionate about it I get it right there's a time and a place to share information be careful that you're sharing only the information that matters to them hence make it about them not about you I want

to make sure that that I understand what my prospects are saying so restating things like restating rephrasing is is one aspect and then to get them to speak more on it is some questioning techniques like you know reversing softening and reversing will allow those things to transpire whereby get the prospects spending more time versus me