Prospect the Sandler Way

by John Rosso

Prospect the Sandler Way shares thirty 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 on-line 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.

Genres: Business, Nonfiction

157 pages, Paperback

First published January 1, 2014

Reviews

[Jim · Rating 5 out of 5]

John Rosso is a Sandler Star with pragmatic ideas that I use every day.

You can listen to this 20 minute podcast 10 times and walk away with an additional nuanced idea each time.

http://howtosucceed.libsyn.com/how-to...

Don't let how you feel determine how you act let how you act determine how you feel.
Discipline equals Freedom.

Happy selling.

[Rob · Rating 5 out of 5]

Great ideas to make cold calls warm calls

Great Ideas and proven methods are explained in this book. It really is all about making the party your calling feel important, comfortable and inclusive using these techniques while avoiding the most common mistakes we make when cold calling. Make it a warm call quick and move through the Sandler sub. I know I will start implementing this right away after I go back over the notes and highlights. There are others out there like Jen Blount who have a different approach but both cater to making the gatekeeper and prospect feel like they are important. Also, you as a sales person have the right to share your solutions. We are solution providers and should be heard but doing it the right way

[Robert Medak · Rating 5 out of 5]

Prospect The Sandler Way is a series of short chapters and exercises for the reader to complete as a training manual for sales in the modern era instead of being old school in developing sales leads.

Prospect The Sandler Way is not a book to just read from cover to cover like your normal non-fiction book but to be read chapter by chapter and practicing the exercises until they become second nature.

Anyone involved in generating leads should grab a copy of this book to garner warm leads instead of cold calling like in the past.

The reader will also learn about harvesting referrals and more to aid in sales.

This book is highly recommended as a source of learning about how sales leads are changing and how modernize your approach to sales in general.

[Eduardo · Rating 4 out of 5]

It´s definitely a great contrast with the more famous work of Jeb Blunt and Art Sobczak. I am still not sure of the opener part on this book, but I still think that Sandler it´s still one if not, the best way to qualify a lead that has shown interest in your service or product.

[Prem · Rating 1 out of 5]

Nothing useful and nothing in detail.
Though Antonio Garrido in his great book "Asking Questions the Sandler Way" recommended this, i was very unhappy about it. Using the same submarine with no new original interpretations

[Ruppert Baird · Rating 4 out of 5]

Every salesperson has to deal with numerous issues about his trade. That is moreso if they are not doing sales on a business floor. This book was written by a man who used a sales method developed by David Sandler. It has been proven effective and is quite insightful.

[Dana Godfrey · Rating 5 out of 5]

The Sandler Way

Excellent treatise of sales the Sandler Way, which really works fo everyone involved. Just long enough to adequately cover all the necessary details.

[Helfren · Rating 3 out of 5]

When you are using the cold calling technique to get bussiness to invest in your company product,the Sandler way is a very interesting tactic in order to gain more customers with improving the projection of your tonality.

[Martin Rosene · Rating 5 out of 5]

Great Guide to Sandler

Really enjoyed this book. Provided a great overview and was an excellent aide memoire. Recommend to all sales professionals. Well done!

[Mike ATX · Rating 4 out of 5]

Great roadmap for prospecting

Excellent reference book and roadmap for executing the Sandler method. Easy to follow 30 day program that walks you through the method

[Nathan Daniel · Rating 5 out of 5]

Excellent read. Expect it to positively impact my business. Also expect to reread it multiple times.

[Hollidaisy · Rating 4 out of 5]

Really appreciated the short, to the point chapter. Lots of good info in here.

[Kurt Michaelson · Rating 5 out of 5]

This is a great book and one that I wish that was available 3, 10, or 20 years ago. It's completely the opposite of what I remember being taught about how to be a salesperson, which was simply cold calling and asking for an appointment with a cold prospect.

This book teaches how to make a cold call a warm call and how to make an Up-Front Contract with the person you're speaking to, so that you can find out quickly if there is an opportunity for a further discussion, and using an Up-Front Contract is critical when having that conversation.

By mastering these techniques through diligent practice, I believe there can be a significant impact upon a salesperson's performance that will ultimately result in greater sales and building a greater network of clients who are comfortably willing to introduce you to others.

This is a book that deserves to be read at least once a year if you're in sales.

[Michael · Rating 5 out of 5]

John Rosso is an excellent sales trainer. This book delivers a clear, concise message on how to develop the right behaviors, attitudes and techniques to successfully prospect for new business. If you are serious about growing your business and getting over the fear of prospecting, this book is for you!

[Ross · Rating 4 out of 5]

Overall, OK. I think Sandler sales training is the best. This shows how to put those concepts in prospecting.

[Allison Berger · Rating 5 out of 5]

Awesome

It was really eye opening. I enjoyed every single page of the book. I would recommend it to anyone in recruiting or sales.

[Stuart Haining · Rating 4 out of 5]

Easy and quick read with some excellent tips

[Deacon Ted Schreck · Rating 5 out of 5]

I found the process to be very practical with specific suggestions and appreciate the importance of establishing a need and interacting with prospects with dignity.