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The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, by David Sandler, David Mattson
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A Wall Street Journal bestseller
All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don t spill your candy in the lobby.
Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars 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.
In the first week of release, the Amazon ranking of The Sandler Rules shot to:
#1 in the Sales and Selling category
#2 in Hot New Releases--business books
#3 in business books
#23 worldwide!
- Sales Rank: #100576 in eBooks
- Published on: 2010-01-11
- Released on: 2010-01-11
- Format: Kindle eBook
Review
Great combo! David H. Sandler, a timeless teacher, and Mattson, a current day sales pro . . . Don't just read this book, use this book to better your life and the sales profession we all love. --Anthony Parinello, Wall Street Journal best-selling author of Think and Sell Like a CEO and Selling to VITO
The Sandler approach to cold calls, voice mail, finding pain and closing have been instrumental in helping us exceed our sales goals. Plus, we became more efficient by not getting stuck in the common trap of doing "unpaid consulting." --Jay Fraze, Director of Sales and Board of Directors Cherry Creek Chamber of Commerce
Thank you, Sandler! Your system helped us improve revenue production by 25% in 6 months! --Jay Batista, Vice President of Sales, VCI Solutions
About the Author
David Mattson is CEO of Sandler Systems, Inc., an international training and consulting organization headquartered in the United States. In 1986, Mattson met the founder of Sandler Training, David H. Sandler, and fell in love with his philosophy, methods and materials. In 1988, he went to work for Mr. Sandler and was eventually chosen to lead the company. Mattson continues to be a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning worldwide.
Most helpful customer reviews
54 of 57 people found the following review helpful.
The most effective sales system....ever
By Ken M
I have been in sales for 25 years, the last 15 in insurance with the same commpany. About 2 years ago (2007), I finally reached a near-burnout. Actually, looking back, I have to admit that I WAS burnt out.
I desparately wanted out of sales. I was tired of prospects wanting to 'think about it', tired of giving quotes/presentations only to have them use it to get their current carrier to lower their rates, tired of feeling subservient to some prospects and client, tired of educating prospects and NOT getting the sale, tired of chasing prospects down, tired of getting beat up on price, and tired of their lies and games. I used to spend hours making up a great educational and consultative presentation thinking they'll really be impressed, only to hear "Wow, what a wonderful presentation. You did a great job and we really appreciate all the information. You're a great salesman and have been very helpful, but we decided to stay where we're at". Or I might hear something like "Great job, but you're competition is $100 cheaper"
An associate of mine who was experiencing the same frustrations learned about the Sandler Sales system, and turned me on to it. I don't mean to sound like a commercial, but it totally saved my [business] life. Because of it, my sales are up, my burnout is gone, and I enjoy sales again.
Sandler's system is a complete reversal of traditional selling methods. I no longer 'sell', rather the prospect buys. No more do I give away all my information or make such long presentations 'for free'. There is no pressure, no 'handling objections', and no think-it-overs. I know that sounds wierd, but it is by far the most ingenious selling system I've seen. I will never, ever go back to those traditional selling methods that led me to burn out.
The book 'Sandler Rules' highlights all of the principles taught in the Sandler system. It's an easy and enjoyable read, concise, practical, and will be the best money you ever spend on any kind of sales book!
19 of 20 people found the following review helpful.
This is a rehash of Frank Bettger's book.
By Nik E.
I read this book, and thought it was ok. Some of the tactics I didn't believe I could pull off myself, without coming off as obnoxious. So, I kept searching for other books on improving my selling techniques. Then I found a book written in 1947 by Frank Bettger called "How I Raised Myself from Failure to Success in Selling." I read it and noticed that nearly everything Sandler was teaching in the 90's was exactly what Bettger said in the 40s.
This book is a complete rehash of Bettger's book. Except, Bettger's book comes off less aggressive and more "I just want to help." The questions Bettger suggests you ask the prospect seemed fair and inquisitive in a friendly manner, this book (I won't attribute it to Sandler b/c I know someone wrote it after he passed away) suggested you ask the prospect questions as well, but their examples came off more as badgering, almost like a police officer interrogating a suspect.
Having read both books, I'd suggest you only read Bettger's book. His tone might be a little fatherly, but while essentially the same theories and ideas, his way is less likely for you to come off as a jerk.
14 of 16 people found the following review helpful.
Contains good knowledge but the Kindle version is sloppy
By Loveetwar
I am not a salesperson so I did find book useful and it certainly put sales into a new perspective. For me now, sales is about finding out just what the prospect needs and then presenting your product/service in light of those needs. If your product/service does not meet the needs of the customer then move on as quickly as possible. Be polite of course, but you help yourself and the prospect by moving on as soon as you determine that the fit is inappropriate. Of course there is a lot more here: understanding where a sale occurs in the psyche, avoiding traps, giving the customer every chance to back out before you close instead of closing your eyes and hoping the deal goes through. I am trained in NLP so I found the examples to be adequate and quite useful.
The Kindle version however was not proofread. There is no table of contents, sentences break at odd points. This is a matter of properly formatting the kindle version and does require a bit of effort. Taking a doc file and just loading it up to Kindle results in these errors and is just sloppy on the part of the publisher. The information in the book is good, but the execution is sloppy.
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