The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them
Wall Street Journal Bestseller and #1 Amazon Sales Book!
...available NOW at Amazon.com!
- Don't spill your candy in the lobby.
- Money DOES grow on trees.
- People buy in spite of the hard sell, not because of it.
- Work smart, not hard.
Until now, these unique rules (and 45 more) were given out only to Sandler® clients in training and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.
Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results?
Are great salespeople born with a special gift--perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships.
Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training® CEO David Mattson, coauthor of Five Minutes with VITO, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.
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Terry,
The CEO Summer Sales CAMP gave me the systematic sales approach we need to grow our business, particularly in this down market cycle. The Sandler sales process really fits our consultative business well. The process breaks down the steps of establishing a strong and trusting relationship with a prospective client right from the start with a focus on asking the important questions first and determining if there is a mutual benefit for both parties to proceed.
What I appreciated most was how you personally make it more real than the text books based on your extensive sales experience with large and small corporations and the live examples you shared and engaged us in.
You've got a great ability to quickly zero in on the essence of the material being covered and apply it to our world.
I take away enthusiasm and a refined approach to our sales strategy.
Kevin Bailey - CEO, Design 1st