These 10 blunders are addressed through the Sandler Rules.
1. Assuming the problem that the prospect communicates is the real problem. It’s normal and natural to assume this; however, it’s important to look deeper into each scenario. Like a doctor, we must ask ourselves “is this the prospect’s real problem or is it just a symptom?” Before diagnosing and offering how we can address their challenges, we have to ask more questions to make sure we’ll be getting at the root of their problem, and bringing value to the prospect by supporting their true goals. (Sandler Rule #38)