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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I have attended weekly Sandler President's Club sessions conducted by Sandler Trainer Darrell Skramstad. I am grateful to Darrell. The most important reason is that I now have a system that I can use in any business situation to establish and maintain control of the selling process. Sandler concepts like the "Up Front Contract," "Match and Mirror," Negative Reverse Selling," and "DISC Analysis" have helped tremendously.
Personally, I have benefited from a "coaching" session with Darrell that helped me win a large printing contract.
I am committed to changing my selling process and taking control of my career. Most importantly, I am evidence that Sandler Works!
Dennis M. Bell Jr, Senior Account Executive WS Packaging Group, Inc.