The Sandler Rules

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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. These unique rules, along with 45 more, were previously shared only with Sandler Training clients in exclusive seminars and coaching. After three decades of proven success, the secrets are now revealed. When salespeople understand these rules, they achieve results. David Sandler noticed that while some salespeople struggled for every deal, others effortlessly uncovered opportunities and closed sales. He questioned why two salespeople in the same market could have such different outcomes. The answer lies not in luck or personality, but in their understanding of human relationships. Using Eric Berne's Transactional Analysis, Sandler developed a selling system and distilled forty-nine memorable rules that are straightforward, often humorous, and easy to implement. David Mattson, Sandler Training CEO and coauthor of Five Minutes with VITO, presents this engaging guide filled with practical tactics for prospecting, qualifying, deal-making, closing, and generating referrals. Upon release, it quickly climbed the Amazon rankings, achieving notable positions in various business categories.