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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

What members say

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  • Overall
    5 out of 5 stars

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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  • Julien C.
  • 04-26-18

A must listen to audiobook for Sales professionals

Definitely felt like I've learned a lot from reading this book even with many years of Sales experience. Key takeaway - separate the Suspects from the Prospects and a 'No' will always be a 'No', get to the 'No' quicker to be able to invest your effort and resources in the pr
Prospects that will get you to the bank.