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 wanted to share with you just how meaningful the lesson on relationships and rapport building was to my team. It was the most enlightening experience we have had in a long long time. As I had shared with you, I've been in the sales/business development game for about 20 years now. With the length of time I've been doing this stuff, you'd think I would have mastered relationship & rapport building by now, but that isn't the case. I realize now, that up until yesterday, I still didn't get it.
To give you an example of what I mean, I have given a great deal of thought in positioning myself to be at the right place at the right time, i.e. serving on the Board of Directors, Chairing the Membership Committee, attending all the social functions, etc., but where I have missed the boat is in making the personal connection with these folks. I've heard the saying that people don't care how much you know until they know how much you care.
I truly have a new appreciation for this saying. I also know that people open up to people who care about them. When people open up to someone, a bond and trust is established, and as you have taught us, people do business with people they trust.
One last thing, I really think the role playing is what made the bell go off in my head. I realized that we were moving directly into uncovering technical pain instead of building rapport.
I was truly an enlightening experience for me and my entire team."
Thank you!!!
Phil Keller, Westbrook Services, Florida