{"id":17860,"date":"2024-04-05T00:00:56","date_gmt":"2024-04-05T00:00:56","guid":{"rendered":"https:\/\/www.sandler.com\/?p=17860"},"modified":"2024-03-05T16:54:26","modified_gmt":"2024-03-05T16:54:26","slug":"sandler-rule-17","status":"publish","type":"post","link":"https:\/\/sandler.com\/videos\/sandler-rule-17\/","title":{"rendered":"Sandler Rule #17: Salespeople Get Paid To Work in Adverse Conditions"},"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-17\/#Sandler_Rule_17\" >Sandler Rule #17<\/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-17\/#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_17\"><\/span>Sandler Rule #17<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h4 class=\"style-scope ytd-watch-metadata\">Salespeople Get Paid To Work in Adverse Conditions<\/h4>\n<p>&nbsp;<\/p>\n<p>This Sandler rule underscores the importance of setting expectations and fostering mutual fit, enabling sales teams to thrive even in challenging circumstances through practice and principled execution.<\/p>\n<p>Salespeople navigate both good and bad news: while they&#8217;re essential for tackling tough conversations and prospecting calls, they&#8217;re also pushed out of their comfort zones as sales rarely come easy. This reality necessitates mental preparation to understand that their worth lies in handling difficult tasks.<\/p>\n<p><strong>Despite the mental strain and potential rejection, successful sales professionals command higher pay due to the hazardous nature of their work. They must adapt to adverse conditions, much like athletes performing in challenging environments.<\/strong><\/p>\n<p>Embracing this Sandler rule entails setting proper expectations, fostering a mutual fit, and practicing principled execution to thrive amidst adversity. By discussing and applying this principle, sales teams cultivate resilience, enhancing their ability to navigate the hazardous path to success.<\/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 #17 Salespeople Get Paid To Work in Adverse Conditions &nbsp; This Sandler rule underscores the importance of setting expectations and fostering mutual fit, enabling sales teams to thrive even in challenging circumstances through practice and principled execution. Salespeople navigate both good and bad news: while they&#8217;re essential for tackling tough conversations and prospecting&#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":[1036,1057,1309,1166,1080,1342],"class_list":["post-17860","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-videos","tag-comfort-zone","tag-professional-development","tag-sales-challenges","tag-sales-growth","tag-sandler-rules","tag-success-strategy"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sandler Rule #17: Salespeople Get Paid To Work in Adverse Conditions - Sandler<\/title>\n<meta name=\"description\" content=\"For our new Sandler Rule #17, salespeople need to adapt to adverse conditions they may experience due to the hazardous nature of their work.\" \/>\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-17\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sandler Rule #17: Salespeople Get Paid To Work in Adverse Conditions - 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