The Sandler rule "A decision not to make a decision is a decision" underscores the critical nature of clarity in the sales process. After delivering your sales presentation, the objective is to receive a definitive yes or no-nothing in between. Responses such as "I need to think it over" or "Let’s revisit this in six months" signify a postponement rather than a resolution. In fact, over 50% of B2B sales end with no decision at all; buyers often choose to maintain the status quo rather than commit. This reluctance is often rooted in a desire to keep options open for the future.
Discuss this important Sandler rule with your sales team and consider how you can incorporate it into your sales strategy. And don’t miss the chance to join us live in Orlando for the Sandler Summit, where our top trainers and clients from around the globe will gather. For more details, visit sandler.com/summit.
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14 окт 2024
