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The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them |  | Author: David Mattson
Publisher: Pegasus Media World
Category: Book
List Price: $24.95
Buy New: $16.47
as of 11/30/2009 23:26 CST details
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Rating:  25 reviews
Sales Rank: 13334
Media: Hardcover
Pages: 208
Number Of Items: 1
Shipping Weight (lbs): 1.2
Dimensions (in): 9.1 x 5.9 x 0.9
ISBN: 0982255489
Dewey Decimal Number: 381
EAN: 9780982255483
ASIN: 0982255489
Publication Date: March 1, 2009
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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 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!
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| Customer Reviews:
Showing reviews 1-5 of 25
Real-world, no-nonsense, practical and timeless sales advice October 9, 2009
Mike (San Jose, CA)
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.
How to sell June 26, 2009
Larry Halstead (St. Petersburg, FL)
0 out of 1 found this review helpful
This book should be a staple for any salesperson, old or new. The common sense rules will help boost your commissions. Great book.
Counter intuitive selling approach June 9, 2009
Frank Paolino (Boston)
2 out of 2 found this review helpful
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.
 hmmmm.... May 20, 2009
Charles Aubrey
7 out of 10 found this review helpful
Most of these "awesome" reviews come from people that have never written another review. Are they real people? Who knows. Or in one case I noticed that the guy works for the Sandler company.
Careful.
THIS REALLY WORKS!!! April 25, 2009
M. Moore (Charleston, SC)
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
Showing reviews 1-5 of 25
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