Nov
19
The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them
Posted by admin Comments (5)
- ISBN13: 9780982255483
- Condition: NEW
- Notes: Brand New from Publisher. No Remainder Mark.
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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 car… More >>
The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them
Tags: Brand New, Them, Rules
Categories: All About Selling
This book should be a staple for any salesperson, old or new. The common sense rules will help boost your commissions. Great book.
Rating: 5 / 5
I’ve read so many sales books that I’ve grown increasingly skeptical over each new one that comes along. In the current economy (October 2009) the “sales guru vultures” are really circling, each trying to position their book on “selling in a down economy” above the rest.
The good news about “The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them” is that this book will be useful in any economy. It’s not “flavor of the month” wisdom, it’s not gimmicks, it’s simply practical advice on how to sell effectively. The Epilogue, “Some Final Thoughts On Good Times, Bad Times, And The Behaviors Behind Them” reinforces a universal truth that many salespeople have failed to internalize: Consistency of appropriate behavior in the best of times will save your hide in the worst of times.
The book is broken down into the 49 “rules,” and the rules are organized into three “buckets”…Learn The Core Concepts, Execute, Course Correct. That in itself is timeless wisdom, because many sales people turn into Jello in the “execute” stage…but if you don’t execute, you can’t “course correct.” There’s nothing to “correct” if you’ve made no effort. Perhaps that is why rule #1 is “You Have To Learn To Fail To Win.”
Professional salespeople…the successful ones, the upper-echelon members of the field…start off green, face their fears, make mistakes, and progressively get better. That’s the route to the top…the only route.
So welcome to another book that will be completely useless to you unless you are willing to invest the “sweat equity” to be successful. You’ve got to read this book and “put your shoulder into it.” That’s why each rule is followed by a little “reality check” for you…dubbed “Test Your Understanding”…in which you are asked a question about the core principle covered in that rule. This is accompanied by “Behaviors”…a simple exercise that encourages you to flex the muscles required to strengthen the skill discussed in the “rule.”
It’s simpler and more direct than it sounds. The challenge is to accept the reality as reality and to not seek an escape route. This is illustrated in Rule #7, the first in the “Execute” section: “You Never Have To Like Prospecting, You Just Have To Do It.”
Think about that for a moment…most books on “prospecting” or “cold calling” (with the exception of the excellent and essential Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money (Knock Your Socks Off Series) by Skip Miller) attempt to teach you a “better way,” to avoid it altogether, or to memorize a “sure-fire” script that will alienate and annoy the majority of people you call. Author David Mattson goes to great lengths to define what cold calling / prospecting “is” and “isn’t.” Yes, the ultimate goal is to build a business that relies more on referrals and “warm calls” than on “cold calls.” But you get there by paying your dues in “Smile & Dial University.”
I would say that this book…along with Skip Miller’s books and a few selected ROI-based titles like SPIN Selling and Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit…is the one that will be most helpful to you if you are serious about selling in the current economy. And as the Epilogue states, the economy is a temporary condition, not an excuse to avoid committing one’s self fully to the art and craft of professional selling. Professionals never seek excuses, only solutions.
Rating: 5 / 5
I have used this book bot only for myself, I have trained sales assistants as well. This process not only simplifies the sales process, it keeps you in control. I keep this book in my briefcase and constantly use it for new sales ideas. I highly recommend. MRM
Rating: 5 / 5
Dave Mattson, the CEO of Sandler Training, channels the late, great David Sandler’s superior sales ideas. Rule #50: If you liked You Can’t Teach A Kid To Ride A Bike At A Seminar and Close The Deal, you’ve GOT to get this book!
Rating: 5 / 5
This book is right on the money! If you are involved in any aspect of selling for your company, this book is a must. Learn to apply the Sandler principles and watch your numbers grow.
The Sandler Rules is everything I expected and more.
I highly recommend this to others that are looking to increase their revenues and develop relationships with their prospects.
Rating: 5 / 5