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Joel Burstein | Keep it Simple Training and Development, LLC.
 

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Sandler Rule

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 13 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

LIsten Time: 7 Minutes

Personality traits of successful sales people are usually defined as likeable, personable, emotional intelligence and easy to talk to. To an extent this is true. However, when the quest for these traits leads us to a fear of rejection or a fear of upsetting our prospect we can find ourselves losing out on opportunities. 

As entrepreneurs and professional sales people, we’ve all had the negative thought of “what if.” “What if I can’t perform or create enough business to maintain my career?” For some, this fear may just be a passing moment. Others may find themselves so crippled by this anxiety that it can affect both their mental and physical health. What is the basis for this fear? Is this fear real or should we simply get over it? How do we tackle this fear and what can we do to keep it from consuming us?

Make sure your people understand roles and responsibilities. Miscommunication and keeping people in the dark is probably one of the ongoing challenges for any leader. When you have projects, let's assume that project is going to do something very important for your organization and you've got the right people on the project. 

When David Sandler created the Sandler Selling System he was looking to help guide salespeople to sales success. His techniques are effective and timeless – and since 1967 salespeople have been referring to them. If you've been Sandler trained, then you've probably also connected with a certain Sandler Rule. Each of the Sandler Rules provide helpful insight and guidance related to business and sales that help professionals navigate a meeting, adjust their outlook or test techniques that lead to profitable returns

Ask most salespeople to describe the purpose of each interaction with a prospect and they'll probably say something like: "close 'em" "build the relationship" "educate them" "solve their problems" All good answers, but the real purpose of every interaction with a prospect is to get to the truth. What's uncomfortable about getting the truth in an interaction with a prospect? Ask any salesperson this question and most of the time their answer will be something like "I might not get their business!"e