Maybe it’s just me, but I have learned more from sales calls that didn’t go well than I did from sales calls that went smoothly. And at one point, it seemed like all I was doing was learning!
The key is to remember the Sandler Rule: Every Unsuccessful Sales Call Earns Compound Interest.
In other words…. There are no bad sales calls!
Here at Sandler, we make sure to debrief with ourselves and each other after every sales call. We ask questions like:
- What did I do well?
- What should I have done different?
- Were there any pieces of information I didn’t get?
- What questions do I need to ask next time?
- What is my clear next step?
Through debriefing, it becomes easier to identify where the call got off track, patterns in behavior, and what could have been done to get a different outcome.
If you want to increase your performance (and income) start debriefing ALL of your sales call today!
Interested in learning more about the Sandler Rules? Check out the book on Amazon today!
