The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them
Wall Street Journal Bestseller and #2 Amazon UK Best Sellers List!
...available NOW at Amazon.co.uk!
- You have to learn to fail, to win.
- Money DOES grow on trees.
- People buy in spite of the hard sell, not because of it.
- Work smart, not hard.
Until now, these unique rules (and 45 more) were given out only to Sandler® clients in training 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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A Nottinghamshire businessman rose through the ranks of his company to Managing Director - thanks to the inspiration of Winston Churchill.
Glenn Slater, now the a MD with K-Panels Ltd, a specialist company in sustainable building systems, admits promotion wasn't even on his agenda.
But within months of turning to sales guru Max Anderson of Sandler Training - who told him visualisation was the key to achieving his goals - he was taking on the top job.
The 37-year-old pinned a picture of the inspirational leader, who guided Britain to victory in the Second World War, in his hallway to act as inspiration.
Mr Slater, who was formerly business development manager with the company, said: "Going to Sandler Training undoubtedly led me to where I am now.
"Becoming MD at my age wasn't really on the agenda but Max made me believe it was possible.
"The training focuses a lot on goals and visualisation and I used an image of Winston Churchill to spur me on.
"I decided I wanted to step up into a position of leadership and who better as a role model than Winston Churchill?
"I stuck a picture of him up in my hallway so that I saw it every morning.
"The visualisation of my face on the poster with leader written above it put me in a different frame of mind.
"I must have been giving off the right signals at work because soon I was in discussions with the board and on my way to a becoming a MD."
Five months after joining the Sandler open Sales and Personal Development Programme , he was promoted to a Managing Director.
His mentor Max Anderson, 43, said: "Seeing Glenn achieve so much in such a short time is incredibly satisfying.
"It all started when we were having a bit of fun looking at goals and visualisation.
"I remember Glenn raised a smile with an image of Winston Churchill with his own head superimposed on the top of it under the caption: The Leader.
"He talked about what he was trying to achieve with his own boss and he was so impressed he was made an MD.
"It goes to show the power of what we do on any individual, although ultimately it is all about improving sales."
Mr Slater added: "I went to Sandler training to improve my sales which it did and becoming MD was an amazing bonus of the training.
"The training changes your mindset and the beliefs you previously held about selling.
"It really had a profound effect on me and it turned everything I thought I knew about selling on its head."
K-Panels Ltd, based in Newark , designs, supplies and builds sustainable housing and institutional buildings.
Max Anderson holds a complimentary
Glen Slater - MD, K-Panels Newark