{"id":17652,"date":"2024-01-12T00:00:23","date_gmt":"2024-01-12T00:00:23","guid":{"rendered":"https:\/\/www.sandler.com\/?p=17652"},"modified":"2024-01-03T15:51:09","modified_gmt":"2024-01-03T15:51:09","slug":"sandler-rule-5","status":"publish","type":"post","link":"https:\/\/sandler.com\/videos\/sandler-rule-5\/","title":{"rendered":"Sandler Rule #5: Establish And Maintain Equal Business Stature"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/videos\/sandler-rule-5\/#Sandler_Rule_5\" >Sandler Rule #5<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/videos\/sandler-rule-5\/#View_the_playlist_for_our_%E2%80%9CNew_52_Sandler_Rules_for_Sales_Success%E2%80%9D_HERE\" >View the playlist for our &#8220;New 52 Sandler Rules for Sales Success&#8221; HERE!<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h2 class=\"style-scope ytd-watch-metadata\"><span class=\"ez-toc-section\" id=\"Sandler_Rule_5\"><\/span>Sandler Rule #5<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h4 class=\"style-scope ytd-watch-metadata\">Establish And Maintain Equal Business Stature<\/h4>\n<p>&nbsp;<\/p>\n<p><span class=\"yt-core-attributed-string--link-inherit-color\">Establish and maintain equal business stature. What does that mean? <\/span><\/p>\n<p><strong><span class=\"yt-core-attributed-string--link-inherit-color\">Equal business stature means that both parties, the buyer and the seller, have the right to say no. They have the right to ask questions. They have a right to make the best deal possible for themselves and for the other party. <\/span><\/strong><\/p>\n<p><span class=\"yt-core-attributed-string--link-inherit-color\">A lot of times, salespeople become yes-men. They say yes to whatever the prospect wants, or they craft and change their presentation or proposal or adjust their sales process to skip steps because they think that&#8217;s what the buyer wants. But you&#8217;re also a professional. You&#8217;ve done way more sales calls than they have. <\/span><span class=\"yt-core-attributed-string--link-inherit-color\">You have the right to ask for what you want. You have the right to get the information that you need to do the best sales presentation possible. <\/span><\/p>\n<p>Discuss this rule with your sales team and think about how you can apply it in your sales process.\u00a0Find the book, <strong>How To Sell To The Modern Buyer<\/strong>, at <strong><a href=\"https:\/\/www.amazon.com\/gp\/product\/1737010224\">Amazon<\/a><\/strong> or <a href=\"http:\/\/shop.sandler.com\"><strong>shop.sandler.com<\/strong><\/a> and subscribe to our channel, <a href=\"https:\/\/www.youtube.com\/@SandlerWorldwide\"><strong>Sandler Worldwide<\/strong><\/a>, for the rest of the Sandler Rules!<\/p>\n<h3><span class=\"ez-toc-section\" id=\"View_the_playlist_for_our_%E2%80%9CNew_52_Sandler_Rules_for_Sales_Success%E2%80%9D_HERE\"><\/span><strong><a href=\"https:\/\/www.youtube.com\/playlist?list=PL3Z0s7ZInq7oKsdE4I8b239PDO1d2qZIy\">View the playlist for our &#8220;New 52 Sandler Rules for Sales Success&#8221; HERE!<\/a><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sandler Rule #5 Establish And Maintain Equal Business Stature &nbsp; Establish and maintain equal business stature. What does that mean? Equal business stature means that both parties, the buyer and the seller, have the right to say no. They have the right to ask questions. They have a right to make the best deal possible&#8230;<\/p>\n","protected":false},"author":15,"featured_media":17585,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1047],"tags":[1316,1334,1154,1280,1136,1080],"class_list":["post-17652","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-videos","tag-buyer-emotion","tag-decision-making","tag-professional-growth","tag-sales-relationship","tag-sales-success","tag-sandler-rules"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sandler Rule #5: Establish And Maintain Equal Business Stature - Sandler<\/title>\n<meta name=\"description\" content=\"For our new Sandler Rule #5, the buyer and seller have the right to ask questions and make the best deal possible.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/videos\/sandler-rule-5\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sandler Rule #5: Establish And Maintain Equal Business Stature - 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