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A guide to the Sandler system of sales uses examples of successful and unsuccessful sales to illustrate Sandler's ideas on turning ordinary salespeople into crack sales reps who can control any situation. 15,000 first printing.
- Sales Rank: #437694 in Books
- Brand: Brand: Dutton Adult
- Published on: 1996-09-01
- Released on: 1996-09-01
- Original language: English
- Number of items: 1
- Dimensions: 6.28" h x 1.01" w x 9.32" l, .1 pounds
- Binding: Hardcover
- 240 pages
- Used Book in Good Condition
Most helpful customer reviews
43 of 46 people found the following review helpful.
Sandler was a sales genius!
By Rhino
Here's the thing--I have been in high-end straight commission selling for a long time. I have seen sales people come and go in my industry. Those sales people who survive end up figuring out and using the Sandler strategies intuitively, even if they never heard of Sandler. These salespeople figure out that they better find out pretty quick if they've got a viable prospect or not, instead of being a walking brochure and giving presentations and dog and pony shows to anybody who will listen.
Sandler was a genius sales trainer because he told it the way it is for the day-to-day salesperson. Case in point--before I ever heard of Sandler, I had already made enought sales to realize that the best prosepct was a prospect with "pain." My first sales manager years ago used to ask me, "Where's the pain"
when I told him I had a hot prospect. "Find the pain, find the pain," he used to say.
I often wondered why the traditional sales/motivational gurus(you know, the giants at NightingaleConant company) never talked about "pain." Oh, sure. They talked about a prospects "need". But they never took it further than that.These gurus never talked about getting the prospects nitty-gritty "pain".
(Alot of sales gurus tout "Spin Selling." Like that is some new revelation in selling. Give me a break.Salespeople in my industry call "Spin Selling"--"Sandler lite" because that's what it is. "Spin selling" is taking Sandler and making it agreeable to the mass of sales people out there.)
Anyway, I think I've said enough. Except that learning the Sandler Selling System will change your sales life. You'll be happier, have more self-esteem, have more control of the sales call, and most importantly, you'll go to the bank more often!!
0 of 0 people found the following review helpful.
Five Stars
By Donovan Reese
Great
3 of 4 people found the following review helpful.
A Must Read if you're in Sales!! Sandler hits the mark!
By Dale Wright
I've been in software sales for 10 years & took Sandler training 4 years ago. My sales rocketed 100%!. When I saw the book I had to have it, it's all the Sandler training in a nutshell. No book of closes, no old school hard sell. This book will truley teach you to basically steer the boat through Sandlers sales technique and let the prospect do the work and sell themselves. Order it now, I guarantee you won't be able to put it down!
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