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 knew from the first meeting I had with Randy that the skills he was going to teach me were going to affect not only my career but my personal relationships as well. Learning how to differentiate between I & R (you'll have to take the course to know what I & R are) was the most valuable part of the course for me. It is easy to not worry and sweat about the small stuff anymore; I now focus only on things that really matter. Randy was and still is a great source of support and encouragement for me now that I have taken on a new career path. The skills he taught in the President's Club me helped when making the right career changes. On a daily basis I use the skills I have learned from Randy and continue to wow my new employer with my relationship building techniques in dealing with our distributors. Randy as I have said before THANK YOU, THANK YOU, THANK YOU, I wouldn't be where I am without your classes and wise words of wisdom!
Katherine Mitchell