You Can’t Sell Anybody Anything – Rule #27
whitemanoc19 Sandler Rule #27 states that “You can’t sell anybody anything – they must discover they want it”. While this initially sounds counter intuitive, it is actually key to closing a…
The Sander Rules
Die Hard
Friday night is movie night and this past Friday, the movie of choice was Die Hard. While this movie is one of the most unlikely places to find an example…
A Car Salesman
A few years ago, my family decided to invest in a truck and camper. We had discussed it for a long time and finally decided the time was right. I…
Breaking Bad: Gus Fring’s Strategy
Dudgeones17 In the show “Breaking Bad”, Gus Fring is a highly professional and charismatic methamphetamine distributor who also runs a successful fast food chain of fried chicken restaurants as a front…
The Importance of Properly Pinpointing Prospects’ Pains
gillettebt17 In the Sandler Method for sales, one of the most important areas of concern is identifying the pain points of the prospects. Not only does this allow you to discern…
B is for Be Buoyant (in a Sea of Rejection)
Shelton Brower A little background: In my sales class, and we are going over the ABC’s of Sales. The class recently wrapped the letter ‘A’ which stood for Attunement. Continuing onto the…
Where is your Worth?
With the beginning of the year slowly going by, I have noticed the many places where I find true happiness and comfort are growing fewer by the weeks. I am…
Sandler Rule #1
The first Sandler rule is “You have to learn to fail to win”. This is very hard for me to come to terms with as I always want to be…
Features vs. Benefits: Why Features Aren’t Desirable (Until After the Sale)
Whenever we set out to sell something, we automatically gravitate toward features as our selling strategy. The reason is fairly simple; we ourselves are usually already sold on whatever it…
Mattson’s Core Concepts As Phineas and Ferb Characters
griffithaa17 I hope you clicked on this thinking, “How did she think of this and how the heck is she going to pull this off?” Buckle up, friend, you’re truly in…