David H. Sandler Books

This revised guide to sales success is designed to enhance personal and team performance in today's economy. It emphasizes the idea that buying decisions are made emotionally and justified logically, a key insight from the original edition that has resonated with sales professionals. The updated version retains David Sandler's proven strategies for achieving personal and organizational success by challenging conventional selling methods. David Mattson, CEO of Sandler Training, has added new skills tailored for the current competitive and complex sales environment. Readers will discover how to take charge in the "buyer/seller dance," encourage prospects to do most of the talking, and effectively respond to their questions. The guide teaches how to identify when a prospect is merely shopping and how to advance the relationship without becoming an unpaid consultant. Key techniques include mastering the seven steps of the "Sandler Submarine," leveraging LinkedIn for prospecting, establishing an "up-front contract" before meetings, and using online research to warm up cold calls. By applying these principles, sales professionals and teams can elevate their performance and become top sellers. This edition combines Sandler's enduring techniques with contemporary best practices for effective sales operations.

Contrary to popular sales training, you don't have to make presentations to everyone who will listen. You don't have to be subservient, forfeit your self-respect, or fake enthusiasm about your product or service. In fact, you don't have to be enthusiastic at all. And, you never have to lie! Prospects never control anyone who has mastered David Sandler's revolutionary 7-step program for top sales. In You Can't Teach a Kid to Ride a Bike at a Seminar, you learn to master each of the fundamental principals of the Sandler Selling System® - and how and when to use them.

FROM THE WALL STREET JOURNAL BESTSELLER All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don t spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules . And when salespeople know the rules, they get results. Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? Are great salespeople born with a special gift--perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships. Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of Five Minutes with VITO , delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation. In the first week of release, the Amazon ranking of The Sandler Rules shot to: #1 in the Sales and Selling category#2 in Hot New Releases--business books#3 in business books#23 worldwide!

Nowe wydanie książki Davida Sandlera, klasyka literatury biznesowej, zostało zaktualizowane przez Davida Mattsona, jego następcę w firmie Sandler Training. Program szkolenia, System Sprzedaży Sandlera, kwestionuje tradycyjne metody sprzedaży, wprowadzając zasady, które zapewniają sukces handlowca. Sandler, opierając się na własnych doświadczeniach, pokazuje, jak przejmować inicjatywę w kontaktach z klientami, stosować skuteczne techniki komunikacji oraz koncentrować się na potrzebach klientów, a nie na własnych produktach. Uczy, jak rozpoznawać manipulacje potencjalnych klientów, radzić sobie z nieszczerością oraz pogłębiać relacje, unikając roli bezpłatnego konsultanta. Przedstawia siedem kluczowych etapów procesu sprzedaży, ilustrowanych modelem „łodzi podwodnej Sandlera”, oraz wykorzystanie portali internetowych do poszukiwania klientów. Wprowadza również „kontrakt wyprzedzający”, który zapewnia efektywne wykorzystanie czasu. Nowe wydanie zawiera wskazówki dotyczące zastosowania systemu w korporacjach oraz aktualne studia przypadków z praktyki Sandler Training. Książka jest cennym narzędziem dla wszystkich, którzy pragną poprawić wyniki sprzedaży, niezależnie od wielkości firmy.

Buďte přesvědčeni o své metodě prodeje a s její pomocí prodávejte na špičkové úrovni! V této knize se dozvíte - jak se chovat v každé situaci tak, abyste získali objednávky nebo abyste se jim vyhnuli, - jak řídit postup prodeje a jak udávat směr jednání vašeho potenciálního klienta, - proč potenciální klienti lžou a jaké otázky odhalí pravdu, kterou potřebujete, - kdy je chybou dělat průzkum nebo zpracovávat návrh, o který žádá potenciální klient, - proč poskakování kolem zákazníka kvůli tomu, abyste mu projevili přízeň, narušuje váš vzájemný vztah