Product Description

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!

Product Details

• Amazon Sales Rank: #14966 in Books
• Published on: 2009-03-01
• Released on: 2009-03-01
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 208 pages

Features

• ISBN13: 9780982255483
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

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

Customer Reviews

The most effective sales system....ever
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!

Counter intuitive selling approach
Sandler's approach, at first glance, seems like it goes against common sense. But digging down, it uses human nature to let the customer see their problem (pain) and helps them buy. There are no gimmicks, just straight talk to a customer. My takeway is that it empowers salespeople to pick their clients, not the other way around.

How? By not being afraid of a "no". Once you are not afraid of "no" you can be confident and in better control. All sales situations should result in either a "yes" or a "no". Go for the "no" does not mean you want a no, but it does mean you deal directly with the customer issues that could lead to a no. After a while, you build confidence as you yourself raise the issues that could result in a "no" and let the customer resolve them (or you realize this really is a "no" and don't waste any more time on this prospect).

Counter intuitive but correct.

Great Book
Another Winner! David Mattson has laid out 49 timeless selling principles, but more importantly, he goes the extra mile in helping you put them to practice in your selling lives. There is no gain without change... Can't wait for Sandlers next book!