Asking Questions The Sandler Way

by Antonio Garrido

When does the sales process really begin? Some say that sales starts at the very first "hello". Everything before that first critical opening word, these people say, is marketing; everything after that is sales. Others say that the real work of sales doesn't begin till the prospect first says, "No". "Otherwise", they insist, "it's just order-taking".Antonio Garrido's Asking Questions the Sandler Way rejects both of those answers. It holds that selling begins when you start asking good questions. This book is about asking the right questions, so that both the seller and the buyer discover the right solution as efficiently and as effectively as possible - even if they discover that the right solution right now is for the prospect to buy from the competition. Although that may be an unconventional selling standard, it's a powerful and extremely effective one.This book is about not looking, sounding, or thinking like the average salesperson. It's about keeping barriers down and communication lines open. It's about getting to the right solution, faster, more efficiently, and with less stress. It's about asking the right questions, in the right way, at the right time, for the right reason. It's about asking questions the Sandler way.

Genres: Business

245 pages, Kindle Edition

Published July 16, 2017

About the author

Antonio Garrido has over twenty-five years in senior leadership positions with world-class businesses. He is an expert in leadership transformation: shaping high-performance leaders out of highly-stressed and overworked leaders. Antonio blends his own vast commercial experience with proven techniques to embed a unique brand of leadership development. He is a serial entrepreneur, successful business coach, charismatic speaker, and leader from small private businesses, right up to Fortune-60 size.

Reviews

[Kurt Michaelson · Rating 5 out of 5]

This was a great book to read and to understand the significance of asking good questions that yield receiving more than just a yes, or no answer. The phrase, "Seek to understand before seeking to be understood" summarizes what this book can do for anyone in the sales profession, and I believe that it's not just limited to sales, but to everyday personal life too. This book will be an annual read for me and one that I will recommend to a lot of people.

[Rachel Moffitt · Rating 1 out of 5]

This book is horrible. So disjointed, contradicts itself constantly. Upfront contract is really the only thing I took away from this as a consistent practice you should employ. And if you HAVE to read it, for the love of god do not listen to the audio book. Worst narrator I've ever heard.

[Cody Koeplin · Rating 3 out of 5]

Good but somewhat outdated

[Mark Manderson · Rating 4 out of 5]

Great info on how to ask questions in sales

Some great examples on how to ask questions as well as what questions to ask.
This is an exploratory approach.
It gives example after example.

[Dawn · Rating 4 out of 5]

Garrison uses humor to take an in depth journey into using questions to communicate more effectively.

[JOE NAPLES · Rating 5 out of 5]

Great read for newbies

I used to just word vomit my product benefits but now realize why I wasn’t doing well at sales at all.

Can’t wait to implement all that I’ve learned.

[Brian Cluster · Rating 5 out of 5]

This is the first book that I have read really focused on the importance of questions in business. The author does a wonderful job laying out the importance of questions in business and in particular the sales process. There are too many lessons to share in the review. The book started strong and just got better. My favorite two chapters were Good questions lead to Good Answers and the Anatomy of a Sales Call.


For any sales or marketing professional supporting salespeople, I would highly recommend this book. For others, this book may be rated lower since it has less relevance.

Thanks & keep reading, Brian

[Spence Byer · Rating 2 out of 5]

This book could've been 50 pages and the title of slightly misleading-the author constantly touts the importance of asking good questions but spends less time on the formulation of questions and more time on the Sandler selling system

[Alex Morgan · Rating 5 out of 5]

Must read

I enjoyed this book because I use different questions for sales already. Maybe the most valuable for me is the questions to go deeper on the prospects pain and the reverses. Also, I like the attitude section where as a salesperson we have to be equal and a consultant.

[Jim · Rating 5 out of 5]

You asked why should you read this book? Good question, why did you ask ?

https://www.sandler.com/blog/how-succ...

[Cosmin Stroe · Rating 5 out of 5]

"The quality of a question is not judged by its complexity, but by the complexity of thinking it provokes." - Joseph O'Connor

[Shane Meade · Rating 5 out of 5]

Brilliant book, exactly what I needed at this time in my career, never underlined and highlighted a book so much in my life. Will be re-reading too.

[Wendell A Clark · Rating 5 out of 5]

Recommended

Very thorough and easy to follow... should be a game changer when it comes to standing heads up above the rest!

[Ross · Rating 5 out of 5]

Great book. Always like Sandler.

[S.R. Brown · Rating 2 out of 5]

Great information but the AI audio is not good and makes this too hard to listen to.

[Jason · Rating 2 out of 5]

Horrible audio performance.
Good ideas.

[Ronald J. Pauleus · Rating 5 out of 5]

Great sales book, will be living in this for a little bit.

“This book holds that selling begins when you start asking good questions.”

Gets better & better.

“you can’t be better than your competitors if you are exactly like them. To be better, you have to first be different.”