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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"It's been almost a complete year since I completed your training and wanted to let you know how things are going. The Sandler System and, most of all, your guidance have been invaluable. On a daily basis I realize how much your training has changed my sales behavior for the better. I was always reluctant to do any kind of sales training because most training seems somewhat motivational and intangible. While motivation is a huge part of sales, your training gave me practical and tangible ways to apply it so I could actually change the way I sell, and the confidence to make it happen.
It's funny that sometimes when I still catch myself doing something wrong, I always realize it the moment it happens and think back to your training/philosophy--and this helps me constantly improve.
As well as sales, your training has helped me tremendously in dealing with people in my business and personal life. I would recommend it to anyone!"
Scott Plybon, Owner, The Plybon Company