{"id":17656,"date":"2024-02-09T00:00:46","date_gmt":"2024-02-09T00:00:46","guid":{"rendered":"https:\/\/www.sandler.com\/?p=17656"},"modified":"2024-01-03T16:16:45","modified_gmt":"2024-01-03T16:16:45","slug":"sandler-rule-9","status":"publish","type":"post","link":"https:\/\/sandler.com\/videos\/sandler-rule-9\/","title":{"rendered":"Sandler Rule #9: Save Something For The Presentation"},"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-9\/#Sandler_Rule_9\" >Sandler Rule #9<\/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-9\/#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_9\"><\/span>Sandler Rule #9<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h4 class=\"style-scope ytd-watch-metadata\">Save Something For The Presentation<\/h4>\n<p>&nbsp;<\/p>\n<p>Lesson number nine emphasizes the importance of strategically &#8220;saving something for the presentation&#8221; in the sales process. To implement this guideline effectively, you should adopt a structured approach by prioritizing the discovery phase before diving into the presentation.<\/p>\n<p>Begin by conducting a comprehensive discovery early on in the interaction with the buyer. This involves skillfully posing questions to understand critical aspects such as their budget, specific needs, and decision-making processes. By engaging in thorough discovery, you are arming yourself with invaluable insights that will inform and shape your subsequent presentation. This knowledge allows you to tailor your solutions precisely to the buyer&#8217;s requirements, demonstrating a keen understanding of their unique situation.<\/p>\n<p><strong>When you finally reach the presentation stage, focus on conveying information that directly addresses the identified needs of the buyer<\/strong>.<\/p>\n<p>This approach ensures that you are not overwhelming them with irrelevant details but instead providing targeted solutions that resonate with their concerns. It&#8217;s essential to contrast this approach with the common mistake made by many salespeople \u2013 presenting too early in an attempt to build immediate interest.<\/p>\n<p>This premature presentation often involves guesswork about the buyer&#8217;s preferences and can lead to missed opportunities. In contrast, by adhering to the principle of conducting thorough discovery before the presentation, you position yourself strategically to win the deal.<\/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 #9 Save Something For The Presentation &nbsp; Lesson number nine emphasizes the importance of strategically &#8220;saving something for the presentation&#8221; in the sales process. To implement this guideline effectively, you should adopt a structured approach by prioritizing the discovery phase before diving into the presentation. Begin by conducting a comprehensive discovery early on&#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":[1556,1209,1118,1224,1136,1080],"class_list":["post-17656","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-videos","tag-buyer-journey","tag-pain-discovery","tag-sales-approach","tag-sales-presentation","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 #9: Save Something For The Presentation - Sandler<\/title>\n<meta name=\"description\" content=\"For our new Sandler Rule #9, salespeople should adopt a structured approach by prioritizing the discovery phase before the presentation.\" \/>\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-9\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sandler Rule #9: Save Something For The Presentation - 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