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Rule #36: Teach Solid Technique - Sandler Rules for Sales Leaders

1,186 views · Published 20 December 2017 · 2:23 · Indexed 4 November 2026

Channel: Sandler · 2017 · Education

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Rule #36: Teach Solid Technique. 

Emphasize tactics, strategies, and presence. As a sales leader, you want to make sure that you're a technique hound. You have identified all the techniques necessary in order for you people to become great at the top 10 sales behaviors. That's a great starting point. Look at the top 10, figure out where each member of your team is. What you need to do from a technique standpoint to get them to be better than they are today, from a two to a seven. What is that?

Now, it's not just, "We'll be better." Be a scientist. Break that down. For instance, a top 10 behavior is qualification. That's a big word actually. That's a big term. A lot of stuff going on there. Break it down, be specific. What skills, what tactics, what techniques are you going to teach in order for them to become a great master qualifier? You should identify those. You should have role plays set up for that. You should have playbooks set up for that, so you don't have to remember this. This is autopilot. You should have audio files of people doing a great qualifying step. You should practice it day in and day out, so your people just can close their eyes underwater, and then boom, they're on autopilot. 

Autopilot is the key. Why? Because people remain third party. When they remain third party, they can participate in the conversation. If you're trying to figure out what you're going to say and what I'm going to do, then you're not third party, you're sucked into it. Listen, remember what Sandler said, "Sales is nothing more than a Broadway play put on by a psychiatrist." What he meant by that is, stay third party. The only way that you could do that and react and not get sucked in is for you to teach solid technique. Good luck.

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