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Publisher's Summary

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. John Rosso is an internationally recognized business development expert specializing in executive sales coaching and sales productivity, with more than 20 years in the Sandler Training organization.

©2014 Sandler Systems, Inc. (P)2018 Gildan Media

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What members say

Average Customer Ratings

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  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
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    5 out of 5 stars

Great prospecting for today’s world

This book is not full of slick phrases and how to answer a question with a question or diversion. It is about legitimate sales practices. A great sales person should be a professional problem solver this shows you how to find the problem.

  • Overall
    2 out of 5 stars
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    3 out of 5 stars
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    2 out of 5 stars

Same basic thing as all other Sandler books

No need to get every Sandler book, they all say the same thing. System is great, just no need to think that you are going to get one more tidbit of information just because the book says it is about prospecting. It is all the same stuff. If you know the submarine, you already know this book.

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    5 out of 5 stars
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    5 out of 5 stars

great book for business!

anyone in sales will benefit. take time to listen, learn and implement. you'll be happy you did.

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    5 out of 5 stars
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    5 out of 5 stars

Gamechanger!

This one was one of those audio books I couldn't stop listening to. So many great points and John's structure of your initial conversation puts you at ease when talking with prospects. If your having issue's prospecting don't hesitate and just purchase this. The narrator is great to listen to as well. Thank you John for putting this out there, Joe.

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    5 out of 5 stars
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    4 out of 5 stars
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Good book

I really enjoyed this book and I picked up a number of techniques that I've begun implementing. Being new to sales it gave me a reference point for the process.

  • Overall
    2 out of 5 stars

Misleading

This book is not about prospecting or lead generation as promised, rather their sales model.

0 of 1 people found this review helpful

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    5 out of 5 stars
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  • Kindle Customer
  • 07-13-18

Awesomes

Well worth a purchase, even better as an audio so you can listen to it while driving!