Sandler Success Principles: 11 Insights That Will Change the Way You Think and Sell

by David H. Mattson, Bruce Seidman

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 readers on the 11 core principles that can reshape identity and promote professional growth. The Sandler System reveals the insights necessary to shift your own beliefs, behaviors, and attitudes to match those of the highest-earning, most successful sales representatives. Excel at selling by overcoming the root causes of negative behaviors. Using the framework of Transactional Analysis the study of communication and its effect on human development and relationships-readers will understand how they arrived at the results, good or bad, that they have had up until now. Readers will learn
- Why self-control is a powerful weapon, and how it creates predictably lucrative relationships.
- How to don their armor going into battle, and when to relax in their own castle.
- How to leave their ''inner child'' in the car during sales calls. A companion book to bestseller The Sandler Rules . In The Sandler Rules , Mattson outlined the principles of successful selling. Now he turns those principles inward to teach readers the connection between thoughts and triumph. Find out why strategies and techniques play a secondary role to one's attitudes and beliefs, fears and scares, perceptions of possibility, and most importantly, self-image.

Genres: Business, Nonfiction, Buisness, Psychology

141 pages, Hardcover

First published April 17, 2012

Reviews

[Jim · Rating 3 out of 5]

Okay. Read in one siting.

[Mr. V · Rating 4 out of 5]

Very easy read and makes some easy to understand points about how our upbringing affects how we sell and buy. It focus on the three voices in our head, the child, the authoritative parent and the nurturing parent. In sales we have to be a aware of what voice the buyer is using and make sure we match it up with the correct response. In most instances it will be the nurturing parent though not exclusively. The book was most useful when showing how we could respond to certain situations and comments. How the choice of the right voice makes all the difference in the sales process.

[Boukman Bastia · Rating 2 out of 5]

It was a cool read, he shared some cool ideas and concepts around sales.

[Justin Jaeger · Rating 3 out of 5]

I read this to prepare for a Sandler bootcamp as part of a new business development job I am taking on. I really like adding structural ideals to sales and I definitely buy-in to the concepts explained. I very much enjoyed thinking about the psychology of selling from both the salesperson's and the prospect's perspective. It's a very good introductory tool kit. I disliked the magazine style extra-text. I realize that it's to help with quick comprehension, but seemed to add redundancy. After about 90 pages, I began to ignore it. It's a speedy and productive read for salespeople.

[Maurits Horbach]

great insights espcially sandler rule 49. the rule for me in 2015. Leave your child egostate in the car!!

[Antonieta · Rating 3 out of 5]

Some of the principles (if not all) are applicable to daily life not necessarily sales ;)