Sandler Rules

ISBN-10: 0982255489

ISBN-13: 9780982255483

Edition: 2009

Authors: David Mattson

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What if you found the secrets used by the worlds most successful sales people? David H. Sandler did, when he studied the most productive sales stars in virtually every industry and compared their behaviors, thoughts and feelings to those who struggled in exactly the same companies. Mr. Sandler was more than a great sales representative himself - he was a genius when it came to psychology - and a great communicator. In this long awaited book filled with Mr. Sandlers wisdom and humor, author and Sandler Training CEO David Mattson illuminates the original rules, with fresh new examples and techniques you can use immediately. Until now, The Sandler Rules were available exclusively to Sandler Training Clients is seminars, private training sessions and reinforcement coaching. Now, theyre yours!
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Book details

List price: $24.95
Copyright year: 2009
Publisher: Pegasus Media World
Binding: Paperback
Pages: 199
Size: 6.25" wide x 9.00" long x 1.00" tall
Weight: 1.276
Language: English

The Man behind the Rules
Learn the Core Concepts
Use The First Six Rules to Transform Your Selling Process.
You Have to Learn to Fail, Win.
Don't Spill Your Candy in the Lobby.
No Mutual Mystification.
A Decision Not to Make a Decision is a Decision.
Never Answer an Unasked Question.
Don't buy Back Tomorrow the Product or Service You Sold Today.
Do What Works.
You Never Have to Like Prospecting, You Just Have to do it.
When Prospecting, go for the Appointment.
Every Unsuccessful Prospecting Call Earns Compound Interest.
Develop A Prospecting Awareness.
Money does Grow on Trees.
Answer Every Question with A Question.
No Mind Reading.
A Prospect Who is Listening is no Prospect at All.
The Best Sales Presentation You'll Ever Give, the Prospect Will Never See.
Never Ask for the Order - Make the Prospect Give Up.
The Professional Does What he Did as a Dummy - On Purpose.
Don't Paint "Seagulls" in Your Prospect's Picture.
Never Help the Prospect End tThe Interview.
The Bottom Line of Professional Selling is Going to the Bank.
Sell Today, Educate Tomorrow.
Only Give A Presentation For the "Kill."
The Way to Get Rid of a Bomb is to Defuse it Before it Blows Up.
Product Knowledge Used at the Wrong Time Can Be Intimidating.
When You Want to Know the 'Future, Bring it Back to the Present.
People Buy on Spite of the Hard Sell, Not Because of It.
You Can't Sell Anybody Anything - They Must Discover they Want it.
When Under Attack - Fall Back.
Your Meter's Always Running.
You Can't Lose Anything You Don't Have
Close the Sale or Close The File.
Get an I.O.U. For Everything you do.
On Your Way to the Bank, Keep One Eye Over Your Shoulder.
Remind Yourself of What's Easy to Forget
Work Smart, Not Hard.
If Your Competition Does it, Stop Doing it Right Away.
Only Decision Makers Can Get Others to Make Decisions.
All Prospects Lie, All the Time.
The Problem the Prospect Brings You is Never the Real Problem.
When All Else Fails, Become a Consultant.
Fake it 'Til You Make it.
There Are No Bad Prospects Only Bad Salespeople.
A Winner Has Alternatives, a Loser Puts All His Eggs in One Basket.
You Don't Learn How to Win by Getting Aa"Yes" - You Learn How to Win by Getting a"No."
When Your Foot Hurts, You're Probably Standing on Your Dwn Toe.
Express Your Feelings Through Third-Party Stories.
There is no Such Thing as a Good Try.
Selling is a Broadway Play Performed by a Psychiatrist.
A Life without Risk is a Life Without Growth.
Leave Your Child in the Car.
Some Final Thoughts on Good Times, Bad Times, and the Behaviors behind them
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