The Sandler Rules (Review and Analysis of Mattson's Book)
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About this ebook
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!
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Reviews for The Sandler Rules (Review and Analysis of Mattson's Book)
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Book preview
The Sandler Rules (Review and Analysis of Mattson's Book) - BusinessNews Publishing
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 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 at www.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