The sandler rules

The Sandler RULES Adapted by David Ma8son

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Dan Courtney

#1 YOU HAVE TO LEARN TO FAIL, TO WIN

Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#2 DON’T SPILL YOUR CANDY IN THE LOBBY Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#3 NO MUTUAL MYSTIFICATION, DON’T HAVE HAPPY EARS

#4 A DECISION NOT TO MAKE A DECISION IS A DECISION

#5 NEVER ANSWER AN UNASKED QUESTION

#6 DON’T BUY BACK TOMORROW THE PRODUCT OR SERVICE YOU SOLD TODAY

#7 YOU NEVER HAVE TO LIKE PROSPECTING, YOU JUST HAVE TO DO IT

#8 WHEN PROSPECTING GO FOR THE APPOINTMENT Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#9 EVERY UNSUCCESSFUL PROSPECTING CALL EARNS COMPOUND INTEREST

#10 DEVELOP A PROSPECTING AWARENESS Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#11 MONEY DOES GROW ON TREES Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#12 ANSWER EVERY QUESTION WITH A QUESTION

#13 NO MIND READING Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#14 A PROSPECT WHO IS LISTENING IS NO PROSPECT AT ALL

#15 THE BEST SALES PRESENTATION YOU WILL NEVER GIVE, THE PROSPECT WILL NEVER SEE

#16 NEVER ASK FOR THE ORDER – MAKE THE PROSPECT GIVE UP

#17 THE PROFESSIONAL DOES WHAT HE DID AS A DUMMY – ON PURPOSE

#18 DON’T PAINT SEAGULLS IN YOUR PROSPECT’S PICTURE

#19 NEVER HELP THE PROSPECT END THE INTERVIEW Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#20 THE BOTTOM LINE OF PROFESSIONAL SELLING IS GOING TO THE BANK

#21 SELL TODAY, EDUCATE TOMORROW.. DON’T GIVE A MONOLOGUE

#22 ONLY GIVE A PRESENTATION FOR THE “KILL”

#23 THE WAY TO GET RID OF A BOMB IS TO DEFUSE IT BEFORE IT BLOWS UP

#24 PRODUCT KNOWLEDGE USED THE WRONG WAY CAN BE INTIMIDATING

#25 WHEN YOU WANT TO KNOW THE FUTURE BRING IT BACK TO THE PRESENT

#26 PEOPLE BUY IN SPITE OF HARD SELL NOT BECAUSE OF IT Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#27 YOU CAN’T SELL ANYBODY ANYTHING -‐ THEY MUST DISCOVER THEY WANT IT

#28 WHEN UNDER ATTACK FALL BACK Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#29 YOUR METERS ALWAYS RUNNING Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#30 YOU CAN’T LOSE ANYTHING YOU DON’T HAVE

#31 CLOSE THE SALE OR CLOSE THE FILE Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#32 GET AN I.O.U. FOR EVERYTHING YOU DO

#33 ON YOUR WAY BACK TO THE BANK KEEP ONE EYE OVER YOUR SHOULDER

#34 WORK SMART, NOT HARDER Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#35 IF YOUR COMPETITION DOES IT, STOP DOING IT RIGHT AWAY

#36 ONLY DECISION MAKERS CAN GET OTHERS TO MAKE DECISIONS

#37 ALL PROSPECTS LIE, ALL THE TIME Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#38 THE PROBLEM THE PROSPECT BRINGS YOU IS NEVER THE REAL PROBLEM

#39 WHEN ALL ELSE FAILS, BECOME A CONSULTANT

#40 FAKE IT TILL YOU MAKE IT Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#41 THERE ARE NO BAD PROSPECTS – ONLY BAD SALESPEOPLE

#42 A WINNER HAS ALTERNATIVES, A LOSER PUTS ALL HIS EGGS IN ONE BASKET

#43 YOU DON’T LEARN HOW TO WIN BY GETTING A “YES”, YOU LEARN TO WIN BY GETTING A “NO”

#44 WHEN YOUR FOOT HURTS , YOU ARE PROBABLY STANDING ON YOUR OWN TOE

#45 EXPRESS YOUR FEELINGS THROUGH 3rd PARTY STORIES Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#46 THERE IS NO SUCH THING AS A GOOD TRY Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

#47 SELLING IS A BROADWAY PLAY PERFORMED BY A PSYCHIATRIST

#48 LIFE WITHOUT RISK, IS A LIFE WITHOUT GROWTH

#49 LEAVE YOUR CHILD IN THE CAR Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them

The sandler rules

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