This work offers a summary of the book "THE SANDLER RULES: 49 Timeless Selling Principles and How to Apply Them" by David Mattson.
David Mattson is CEO of Sandler Systems, Inc., an international training and consulting firm.
In The Sandler Rules, Mattson presents the original rules by David H. Sandler with fresh new examples and techniques you can use immediately. Sandler uses a human relations model to develop the 49 Rules which make up his sales methodology. According to this model, every person has three ego states which dictate and influence behavior: 1. The Parent ego state; 2. The Adult ego state; 3. The Child ego state. As David Mattson explains, a sale will only happen when you get all three of those ego states in sync and in agreement.
The 49 Rules are all about bringing about that kind of alignment and agreement between the three ego states in your prospects. Rules 1 - 6 are the core concepts of the Sandler System; Rules 7 - 33 are the heart and soul of executing your sales process; Rules 34 - 49 are all about reminding yourself of those principles which are all too easy to forget.
The Sandler Rules gives you the secrets used by the world's most successful salespeople.
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