Asking Questions The Sandler Way Quotes

“Stroke—Most people didn’t get enough hugs as babies, after all. Make prospects feel good about themselves—a very positive and developmental OK-ness approach. 2. Repeat—Rephrase/restate. Prospects recognize that you’re listening and understanding them. 3. Reverse—Find out why the prospects are asking what they’re asking. Answering the question at face value does not get you to the truth.”
― Antonio Garrido, Asking Questions The Sandler Way

“No! It’s entirely the wrong, completely wrong, definitely 100% wrong answer. It’s a terrible answer because it dead-ends the entire conversation. By answering the question (albeit 100% truthfully), you did not learn anything.”
― Antonio Garrido, Asking Questions The Sandler Way

“you can’t be better than your competitors if you are exactly like them. To be better, you have to first be different.”
― Antonio Garrido, Asking Questions The Sandler Way

“Other than the order, what else can you give me to go bargain with on your behalf when I go into bat for you?” Do you see how the relationship, even in spite of the difficult negotiations, has taken very much of a partnership tone? It’s you and the buyer against the rest of the world, including the Arden Hall gang. Remember, posture and questioning have got us there.”
― Antonio Garrido, Asking Questions The Sandler Way

“So, Omar, in order that I can really understand some of the issues you’re facing and to try to see the world through your eyes, I’m going to be asking some specific and sometimes quite probing questions during our meeting. It will really help us figure out whether my company is the best fit for you at this stage. Does that make sense?”
― Antonio Garrido, Asking Questions The Sandler Way

“I’ll do A for you, if you do B for me. Is that fair?”
― Antonio Garrido, Asking Questions The Sandler Way

“Mark Twain said, “What gets us into trouble is not what we don’t know. It’s what we know for sure that just ain’t so.”
― Antonio Garrido, Asking Questions The Sandler Way

“SUCCESS = FAILURE + PERSISTENCE”
― Antonio Garrido, Asking Questions The Sandler Way

“Specifically, what does your product or service do for your clients? What problems/issues does it enable them to solve or avoid? What desirable results does it facilitate? What does having your particular brand of magic-sauce enable them to do better? What efficiencies can they take advantage of by having your products and services at their disposal?”
― Antonio Garrido, Asking Questions The Sandler Way