The Sandler Rules
49 Timeless Selling Principles…and How to Apply Them
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The Sandler Rules
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Narrado por:
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David Mattson
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De:
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David Mattson
Acerca de esta escucha
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, LLCLos oyentes también disfrutaron...
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Historia5 out of 5 stars 513
The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy. "People make buying decisions emotionally and justify them logically." That shrewd insight from the first edition of this best-selling book has become a no-brainer among sales professionals. Now, the new edition of the classic work that has helped millions of sales professionals take their careers to new levels offers critical new insights, information, and tools for success in today's economy.
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5 out of 5 stars
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Great Book to learn the Sandler Selling Techniques
- De DLEW510 en 11-16-17
De: David Mattson - foreword, y otros
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Sandler Success Principles
- 11 Insights That Will Change the Way You Think and Sell
- De: Bruce Seidman, David Mattson
- Narrado por: Sean Pratt
- Duración: 3 h y 4 m
- Versión completa
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General5 out of 5 stars 37
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Narración:5 out of 5 stars 29
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Historia5 out of 5 stars 28
Discover the 11 insights that will change the way you think and sell. Improve performance through self-awareness and relationships. Mattson and Seidman - C-level executives at Sandler Training, a world leader in sales training - focus listeners on the 11 core principles that can reshape identity and promote professional growth.
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5 out of 5 stars
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Game Changer
- De Shane Perrault en 01-20-23
De: Bruce Seidman, y otros
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Prospect the Sandler Way
- A 30-Day Program for Mastering Stress-Free Lead Development
- De: John Rosso, David Mattson
- Narrado por: Sean Pratt
- Duración: 3 h y 13 m
- Versión completa
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General4.5 out of 5 stars 128
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Narración:4.5 out of 5 stars 112
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Historia4.5 out of 5 stars 110
Prospect the Sandler Way shares 30 core principles for mastering stress-free lead development by phone and over the Internet, in accordance with the selling system developed by David H. Sandler. Includes updated strategies on 21st-century topics like conducting effective online pre-call research, and using LinkedIn to generate referrals.
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2 out of 5 stars
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Same basic thing as all other Sandler books
- De Dan Gill en 11-15-18
De: John Rosso, y otros
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Asking Questions the Sandler Way
- Or: Good Question - Why Do You Ask?
- De: Antonio Garrido, David Mattson - foreword
- Narrado por: Bruce Mann
- Duración: 7 h y 13 m
- Versión completa
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General3.5 out of 5 stars 70
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Narración:2.5 out of 5 stars 63
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Historia3.5 out of 5 stars 62
When does the sales process really begin? Some say that sales starts at the very first "hello". Everything before that first critical opening word, these people say, is marketing; everything after that is sales. Others say that the real work of sales doesn't begin till the prospect first says, "No". "Otherwise", they insist, "it's just order-taking". Antonio Garrido's Asking Questions the Sandler Way rejects both of those answers. It holds that selling begins when you start asking good questions.
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1 out of 5 stars
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Terrible Narration
- De glenn harris en 04-04-21
De: Antonio Garrido, y otros
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Selling Professional Services the Sandler Way
- Or, Nobody Ever Told Me I’d Have to Sell!
- De: Chuck Polin, Evan Polin, David Mattson - foreword
- Narrado por: Tom Parks
- Duración: 5 h y 39 m
- Versión completa
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General5 out of 5 stars 18
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Narración:5 out of 5 stars 17
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Historia4.5 out of 5 stars 17
Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.
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5 out of 5 stars
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Solid
- De Daniel en 05-24-23
De: Chuck Polin, y otros
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Selling to Homeowners the Sandler Way
- A Proven Process for Selling Products and Services to Consumers in Their Home
- De: Kim Booker, Chip Doyle, David Mattson
- Narrado por: Sean Pratt
- Duración: 4 h y 31 m
- Versión completa
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General5 out of 5 stars 156
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Narración:5 out of 5 stars 127
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Historia5 out of 5 stars 128
Selling to homeowners is different - and challenging. To succeed in this environment, you need the Sandler Selling System. Selling to Homeowners the Sandler Way shows how the Sandler Selling System delivers career-changing results for salespeople who close deals in the buyer's personal, private domestic space. This kind of selling applies to dozens of industries, from remodeling to insurance.
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5 out of 5 stars
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awesome
- De Damon B. en 01-24-20
De: Kim Booker, y otros
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SPIN Selling
- De: Neil Rackham
- Narrado por: Eli Woods
- Duración: 6 h y 12 m
- Versión completa
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General4.5 out of 5 stars 248
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Narración:4.5 out of 5 stars 207
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Historia4.5 out of 5 stars 206
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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5 out of 5 stars
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Sales and Science
- De Joe A Snyder III en 10-27-21
De: Neil Rackham
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- De: Keenan
- Narrado por: Keenan
- Duración: 5 h y 47 m
- Versión completa
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General5 out of 5 stars 1,138
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Narración:5 out of 5 stars 964
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Historia4.5 out of 5 stars 956
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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4 out of 5 stars
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SPIN selling with more EQ mixed in
- De Amazon Customer en 09-28-19
De: Keenan
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Selling Technology the Sandler Way
- Finding Technical Solutions That Win Long-Term Business Relationships
- De: Rich Chiarello
- Narrado por: Sean Pratt
- Duración: 3 h y 3 m
- Versión completa
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General4.5 out of 5 stars 83
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Narración:4.5 out of 5 stars 70
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Historia4.5 out of 5 stars 69
Rich Chiarello offers sales teams tasked with selling technical solutions a proven program for success, based on the Sandler Selling System. He shows salespeople how to identify the most pressing business problem that their tool, application, or platform solves - and how to create a joint project plan that delivers value for both buyer and seller.
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3 out of 5 stars
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Nothing new here
- De LCarroll en 05-25-23
De: Rich Chiarello
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The Ultimate Sales Machine
- De: Chet Holmes
- Narrado por: Amanda Holmes, George Newbern
- Duración: 11 h y 28 m
- Versión completa
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General4.5 out of 5 stars 2,316
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Narración:4.5 out of 5 stars 1,726
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Historia4.5 out of 5 stars 1,704
The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.
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1 out of 5 stars
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Ok if you are selling carpet cleaning services.
- De Sandy en 04-28-10
De: Chet Holmes
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Sandler Enterprise Selling
- Winning, Growing, and Retaining Major Accounts
- De: David H. Mattson, Brian W. Sullivan
- Narrado por: Sean Pratt
- Duración: 4 h y 44 m
- Versión completa
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General3.5 out of 5 stars 18
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Narración:4 out of 5 stars 14
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Historia3.5 out of 5 stars 14
This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. You'll learn how to master 13 selling tools integral to your SES success - like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You'll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits.
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2 out of 5 stars
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Book Mention Accompanying material that ISN’T provided
- De Ahir C. en 04-08-20
De: David H. Mattson, y otros
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Bootstrap Selling the Sandler Way, Or: How to Own Your Career and Make It Flourish
- De: Bill Morrison
- Narrado por: Paul Woodson
- Duración: 3 h y 42 m
- Versión completa
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General4 out of 5 stars 1
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Narración:4 out of 5 stars 1
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Historia4 out of 5 stars 1
At some point, good salespeople learn the difference between simply "doing the job"...and accepting the personal responsibility to produce certain results. This book focuses on "Bootstrap Selling", which is all about becoming fully accountable for sales behaviors. You might have a large team around you, and you could have a great and supportive boss. Yet the difference between a self-starting, high-performance bootstrapping sales professional and an order-taker is that the bootstrapper knows personal commitment and acceptance of responsibility makes good things happen....
De: Bill Morrison
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Virtual Selling
- A Quick-Start Guide to Leveraging Video Based Technology to Engage Remote Buyers and Close Deals Fast
- De: Jeb Blount
- Narrado por: Jeb Blount
- Duración: 9 h y 4 m
- Versión completa
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General4.5 out of 5 stars 151
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Narración:5 out of 5 stars 125
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Historia4.5 out of 5 stars 121
Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.
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3 out of 5 stars
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Basically a sales letter pretending to be a book
- De Kyle en 10-13-20
De: Jeb Blount
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The Sales Coach’s Playbook
- Breaking the Performance Code
- De: Bill Bartlett
- Narrado por: Sean Pratt
- Duración: 5 h y 58 m
- Versión completa
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General5 out of 5 stars 31
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Narración:4.5 out of 5 stars 30
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Historia4.5 out of 5 stars 29
The definitive playbook for effective sales coaching, based on the proven principles of the Sandler Selling System. There is no one-size-fits-all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as coach, the manager must identify each individual salesperson's personal "success code" and use that code to unlock the salesperson's potential for success. It is always up to the coach to choose the right approach for the salesperson and the situation.
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5 out of 5 stars
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Coaching made simple
- De Joel Burstein en 05-23-18
De: Bill Bartlett
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What Should We Do?
- How to Win Clients, Double Profit & Grow Your Home Service Sales
- De: Joe Crisara
- Narrado por: Joe Crisara
- Duración: 9 h y 50 m
- Versión completa
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General5 out of 5 stars 33
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Narración:5 out of 5 stars 32
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Historia5 out of 5 stars 32
Unsure how to differentiate yourself in a busy market without slashing profits? Worried weak sales skills will doom your small business efforts? Need to generate higher ticket averages and fewer callbacks? Joe Crisara was once a struggling home service contractor. He’s now a worldwide educator, entrepreneur, and author who is inspiring everyone from startup managers to Fortune 1000 companies with his unique process. And now he’s ready to reveal his trusted playbook to help you double your income while staying confident in your ethics.
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5 out of 5 stars
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World class customer service at every level.
- De Joseph B. en 03-17-24
De: Joe Crisara
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The Challenger Sale
- Taking Control of the Customer Conversation
- De: Matthew Dixon, Brent Adamson
- Narrado por: Matthew Dixon, Brent Adamson
- Duración: 5 h y 43 m
- Versión completa
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General4.5 out of 5 stars 1,065
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Narración:4.5 out of 5 stars 813
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Historia4.5 out of 5 stars 804
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
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3 out of 5 stars
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Bellow average book
- De Elias Karráa en 08-11-19
De: Matthew Dixon, y otros
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The Secrets of Closing the Sale
- Included Bonus: Selling with Emotional Logic
- De: Zig Ziglar, Tom Ziglar
- Narrado por: Zig Ziglar, Tom Ziglar
- Duración: 17 h y 1 m
- Grabación Original
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General5 out of 5 stars 2,073
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Narración:5 out of 5 stars 1,791
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Historia5 out of 5 stars 1,779
Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
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5 out of 5 stars
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Zig Ziglar debunks all the myths holding you back from closing the sale
- De Steph Earley en 08-01-16
De: Zig Ziglar, y otros
Lo que los oyentes dicen sobre The Sandler Rules
Con calificación alta para:
Reseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Anonymous User
- 05-01-19
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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Total5 out of 5 stars
- Paul
- 07-22-18
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.
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esto le resultó útil a 3 personas
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Antonio Boyd
- 04-21-24
Easy to understand and follow.
I am enjoying the reinforcement! being objective in all we do. They are truly great life tips! "Be a great salesperson
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Sean G
- 01-18-22
Great selling advice
Timeless wisdom. Practical and modern approach to sales. I like how it is broken down into so many sections, makes this audio great for during lunch when I need a quick refresher on a couple rules.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Chris Johnson
- 01-09-20
Amazing Sales Training
I am a sales trainer, so I've read a lot of these sales books. This one stood out in a number of ways:
It is clear and thorough in it is explanations looking at each principle from different perspectives.
It also changes voices to keep your attention and help clarify each rule for you.
It also gets to the core issues most sales people struggle with and provides clear examples.
Overall: Amazing!!
I recommend this book and will likely listen to this again.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Gospelcoach
- 12-17-18
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.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- SKL
- 08-18-24
excellent, brief and concise
very traditional advice, does not try to upsell you into their expensive training program but gives you a good place to start in your own. if you've heard of them, start here
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Anissa
- 05-11-19
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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Andrew
- 05-22-19
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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Luis Urena
- 01-10-20
Great read
This was a great read. I recommend to any sales person out there. You can al
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