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- Herausgeber: Business Book Summaries
- Kategorie: Lebensstil
- Sprache: Englisch
The must-read summary of David Mattson's book: “The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them”.
This complete summary of the ideas from "The Sandler Rules" explains the rules of efficient selling originally introduced by David H. Sandler and exposes how you can use them to improve your sales skills. In this useful summary, you will find, amongst other things, an explanation of the three ego states present in each person and an outline of the 49 rules that will help you to manage these ego states in your potential client: you will be able to sell more, better, and more quickly.
Added-value of this summary:
• Save time
• Understand the key concepts
• Expand your sales skills
To learn more, read "The Sandler Rules" and discover the secrets used by the world's most successful sales people!
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 38
Veröffentlichungsjahr: 2014
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Book Presentation The Sandler Rules by David Mattson
Book Abstract
About the Author
Important Note About This Ebook
Summary of The Sandler Rules (David Mattson)
1. Core Concepts
2. Execute
3. Course-Correct
Book Presentation The Sandler Rules by David Mattson
Book Abstract
MAIN IDEA
“People make buying decisions emotionally…and they justify those decisions intellectually.”
– David Sandler
Sandler’s quotation is widely known and used every day. The underlying human relations model he used to develop this quote and the 49 Rules which make up his sales methodology states every person has three ego states which dictate and influence behavior:
The Parent ego state – the part of us where information is stored about what is good and bad, desirable or otherwise.The Adult ego state – the logical, analytical and rational part of our minds.The Child ego state – the emotional part of our intellectual makeup where many of our decisions originate.A sale will only happen when you get all three of those ego states in sync and in agreement:
When the Parent says: “Okay, this seems like the right thing to do. You have my permission.”When the Adult says: “After weighing all the pros and cons, this makes good logical sense. Go ahead.”When the Child says: “Yes, that’s definitely what I want”.The 49 Rules are all about bringing about that kind of alignment and agreement between the three ego states in your prospects.
About the Author
DAVID MATTSON is CEO of Sandler Systems, Inc., an international training and consulting firm. He has worked for the company since 1988. Mr. Mattson continues to act as a trainer and business consultant. He is the co-author of Five Minutes With VITO: Making the Most of Your Selling Time with the Very Important Top Officer.
The Web site for this book is atwww.sandler.com
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of The Sandler Rules (David Mattson)
1. Core Concepts
Rules 1–6 are the core concepts of the Sandler System and can be used to transform your selling process.
1. You have to learn how to fail first before you can learn how to consistently win
When it comes to sales, failure can a positive experience. Defeats, setbacks and losses can teach you what not to do and what needs to be changed and improved in the future. To get and maintain this perspective on failure, you will need to differentiate between the real you and the role you play as a salesperson. The real you is defined by your sense of self-worth. When you fail in your professional role, that is not a reflection on the real you. It’s a course correction for the role you play as a salesperson. Don’t take failure personally but learn and move on.
2. Never “spill your candy in the lobby” – don’t share too much information too soon
Many salespeople give away too much information too soon. They are fired up to share their knowledge and experience and unload whenever an opening arises. Unfortunately, doing that is highly counterproductive.
During the initial phases of the sales process, your emphasis should be on getting the prospect to speak rather than on dumping everything you know on them. Ask questions and gather information. Get to understand the prospect’s situation and challenges. Determine if what you have to offer is a good fit before you drop off your information, proposals and marketing materials. Gather enough facts so you can qualify the opportunity. If you can genuinely help the prospect, there will be plenty of time later to make presentations. At first contact, you should be asking questions and listening rather than talking. Your job is to get information, not to give it.
3. Don’t merely hear what you want to hear – Find out for certain what people are thinking
Sometimes, salespeople are guilty of having “happy ears”. They hear only what they want to hear from the prospect. When someone contacts them, they automatically assume that person is ready to buy at the drop of a hat and all they need to do is dump on the prospect everything they know. They assume the prospect will then be enthusiastic and eager to buy.
