|
 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.
(The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them/ Hardcover / $21.00 US +
Shipping)
Click
to Buy this book
|
Traditional
selling techniques - frequently taught at seminars
and on late-night cable television - are the norm
in professional selling, but just about everyone
in sales today agrees that these antiquated techniques
simply don't work. Every sales prospect has heard
the old techniques countless times before, and
most know what a salesperson is going to say even
before the presentation begins! That's why prospects
can so easily control a sales call - and destroy
the salesperson's self-esteem in the process.
VITO is the Very Important Top Officer, the person with the ultimate veto power. VITO's control every decision that's made in every enterprise in your sales territory. If you want to sell and live large, you must get to VITO...and launch the proven Sandler Selling System® that will turn VITO into one of your valued customers forever.
