It’s a Sandler Rule. Don’t take a “No” from someone who can’t give you a “Yes”. You want the true decision maker in the sales conversation. Sometimes it’s multiple decision makers. And it’s your job to figure out who needs to be in the room.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, welcomes Matt Rocco. Partner and Trainer at Sandler by the Ruby Group to learn more about why sellers continue to fail to identify and access the real decision makers.

We’re talking about the habits and fears that hold sellers back. From staying in a comfort zone with someone who “likes you,” to avoiding tough questions that might risk the relationship, to assuming a deal was lost due to price or competition when the truth is you never got to the right person in the first place.

Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida

Key Takeaways:

– Don’t take a “no” from someone who can’t give you a “yes”

– Great presentations don’t matter if you’re talking to the wrong person

– Ask early: “How does a decision like this get made?”

– Go deeper: “Who else needs to be involved in this decision?”

– Use third-party examples to uncover hidden stakeholders

– Comfort kills deals. Don’t confuse a good conversation with real progress

– You’re qualifying the deal by asking tough questions

– Your contact can be a champion, not an obstacle

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Helpful Links:

Matt Rocco, Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/