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The Sandler Rules

49 Timeless Selling Principles…and How to Apply Them
Written by: David Mattson
Narrated by: David Mattson
Length: 3 hrs and 55 mins
Categories: Business & Money, Sales
4.5 out of 5 stars (5 ratings)

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Publisher's Summary

From the Wall Street Journal best-seller.

All prospects lie, all the time. Never ask for the order. Get an IOU 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 49 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.

©2009 Sandler Systems, Inc. (P)2017 Gildan Media, LLC

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  • Overall
    5 out of 5 stars
  • Paul
  • 2018-07-22

New to Sales and my first sales book

I purchased a franchise and find myself now wearing a salesman's hat. I have been and IT professional with an engineering degree and Master's in business for decades. If you are new to sales this is an excellent first book to start your sales career. I've been selling for Just 2 months and after reading the book found myself making quite a few errors. It's human nature. So I recommend this book for anyone new to the sales process or maybe someone who never had formalized sales training.

3 of 3 people found this review helpful

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  • Adrian Zavala
  • 2019-08-01

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Great book to listen to on repeat. Easy to understand for all levels of professionals.

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  • Andrew
  • 2019-05-22

Useful!

Great book and I loved how it was structured. If you're in a sales career or related field, you should pick this one up.

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  • Amazon Customer
  • 2019-05-11

49 ways to make you a better salesperson!

I have listened to this audio book 4 times now and it gets better everytime!

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  • Anonymous User
  • 2019-05-01

Great for Beginning Sales People

This book is great at introducing effective sales principles even to a beginner. It even asks review questions which allows the listener to gage and review their comprehension. This is a book that I will probably wear out again and again and again... at least until I can quote the chapters verbatim or successfully retire from sales. Looking forward to reading additional Sandler books in the future! This is definitely a must buy for any beginner or seasoned professional!

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  • Gospelcoach
  • 2018-12-17

Right on time!!!

This book is a must have for any sales professional no matter where you in in your career. If you do (commit to) what is written, I confident success will find you.