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The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them

Overview

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 ...
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Overview

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.
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Product Details

  • ISBN-13: 9780982255483
  • Publisher: Pegasus Media World
  • Publication date: 3/1/2009
  • Pages: 199
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.00 (d)

Table of Contents

Prologue The Man behind the Rules 4

Part One Learn the Core Concepts 11

Use The First Six Rules to Transform Your Selling Process.

Rule

1 You Have to Learn to Fail, Win. 13

2 Don't Spill Your Candy in the Lobby. 17

3 No Mutual Mystification. 21

4 A Decision Not to Make a Decision is a Decision. 25

5 Never Answer an Unasked Question. 29

6 Don't buy Back Tomorrow the Product or Service You Sold Today. 34

Part Two Execute 38

Do What Works.

7 You Never Have to Like Prospecting, You Just Have to do it. 39

8 When Prospecting, go for the Appointment. 43

9 Every Unsuccessful Prospecting Call Earns Compound Interest. 48

10 Develop A Prospecting Awareness. 51

11 Money does Grow on Trees. 55

12 Answer Every Question with A Question. 58

13 No Mind Reading. 62

14 A Prospect Who is Listening is no Prospect at All. 66

15 The Best Sales Presentation You'll Ever Give, the Prospect Will Never See. 70

16 Never Ask for the Order - Make the Prospect Give Up. 74

17 The Professional Does What he Did as a Dummy - On Purpose. 78

18 Don't Paint "Seagulls" in Your Prospect's Picture. 82

19 Never Help the Prospect End tThe Interview. 86

20 The Bottom Line of Professional Selling is Going to the Bank. 89

21 Sell Today, Educate Tomorrow. 94

22 Only Give A Presentation For the "Kill." 97

23 The Way to Get Rid of a Bomb is to Defuse it Before it Blows Up. 100

24 Product Knowledge Used at the Wrong Time Can Be Intimidating. 103

25 When You Want to Know the 'Future, Bring it Back to the Present. 106

26 People Buy on Spite of the Hard Sell, Not Because of It. 110

27 You Can't Sell Anybody Anything - They Must Discover they Want it. 114

28 When Under Attack -Fall Back. 118

29 Your Meter's Always Running. 122

30 You Can't Lose Anything You Don't Have 125

31 Close the Sale or Close The File. 129

32 Get an I.O.U. For Everything you do. 132

33 On Your Way to the Bank, Keep One Eye Over Your Shoulder. 136

Part Three Course-Correct 139

Remind Yourself of What's Easy to Forget

34 Work Smart, Not Hard. 140

35 If Your Competition Does it, Stop Doing it Right Away. 144

36 Only Decision Makers Can Get Others to Make Decisions. 147

37 All Prospects Lie, All the Time. 151

38 The Problem the Prospect Brings You is Never the Real Problem. 154

39 When All Else Fails, Become a Consultant. 158

40 Fake it 'Til You Make it. 162

41 There Are No Bad Prospects Only Bad Salespeople. 165

42 A Winner Has Alternatives, a Loser Puts All His Eggs in One Basket. 168

43 You Don't Learn How to Win by Getting Aa"Yes" - You Learn How to Win by Getting a"No." 171

44 When Your Foot Hurts, You're Probably Standing on Your Dwn Toe. 174

45 Express Your Feelings Through Third-Party Stories. 177

46 There is no Such Thing as a Good Try. 180

47 Selling is a Broadway Play Performed by a Psychiatrist. 184

48 A Life without Risk is a Life Without Growth. 188

49 Leave Your Child in the Car. 191

Epilogue Some Final Thoughts on Good Times, Bad Times, and the Behaviors behind them 194

Index 197

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  • Posted September 5, 2009

    more from this reviewer

    A Must For All Sales Professionals

    Easy to use strategies that all sales people can gain from regardless of experience. If you want to be a professional salesperson without having to use or remember cheesy closes, you'll love this book.

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    Posted September 24, 2010

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