In my continuing series on the Sandler Rules, let’s talk about Sandler rule number six, “Don’t buy back tomorrow the product or service you sold today.”
If you’re struggling to understand this rule, let me break it down for you. A sales pitch is not the same as a pair of shoes. If you experience buyer’s remorse over a pair of shoes, it’s a simple process to return them. However, it is not as easy to go back on a sales agreement.
My job as a salesperson is to make you so comfortable with our agreement that you don’t experience any type of regret. If I sense there is any hesitation, I ask the following question: “What happens if you go home and have buyers remorse, what are you going to say to yourself?” The prospect will either respond with “That won’t be an issue” or “Yes that is something I’m worried about.”
If they respond with the latter, that gives me the opportunity to address whatever problems they still have. And ultimately we will either solve the problem or decide to walk away.
If you don’t ask this question, here’s what can happen. They have guilt after the sale, they can send you an email the next day backing out, and when you try to call, they don’t answer.
So instead of going through that unnecessary process, I’d rather have them tell me that they are 100% in or 100% out. That way we can both sleep at night without any guilt.
If you learn anything through this post, I hope it’s this: It’s better to not make the sale today than to buy back that same sale the following day.
