The Sander Rules

Business Relationships Buyer Clarity Communication Tactics Decisions Sales Experience Sales Process The Sander Rules

Rule #31 Close the Sale of Close the File

principera24 April 13, 2026 2 Comments

Rule #31 is a very important step in the ending of a sales conversation. The close of the sale or the file is essentially when your prospect is saying no.…

Sales Tips The Sander Rules

Not fearing a “No”

Hannah Ya April 7, 2026 1 Comment

One of the Sandler Rules, which is rule 43 says “You don’t learn how to win by getting a ‘yes’ – you learn how to win by getting a no”.…

Communication Tactics Relationship Selling The Sander Rules

Rule #23

rauhauserar23 March 14, 2026 No Comments

The only way to get rid of a bomb is to defuse it before it blows up. This is what Mattson’s Sandler Rule number 23 states. In reference to the…

Buyer Perspectives on Sales Sales Process Sales Tips Sandler The Sander Rules

Rule #14: A Prospect who is Listening is no Prospect at all

principera24 March 9, 2026 No Comments

In Mattson’s book, rule #14 is so important to understand and follow. A prospect who is listening is no prospect at all, and this essentially means that if the prospect…

The Sander Rules

Seagulls: I just think they’re neat

schlemeierej23 April 17, 2025 2 Comments

“Don’t paint a seagull in your prospect’s picture” is one of the sillier-sounding Sandler rules, but it’s definitely got a validity to it. The idea of not painting a seagull…

Sales Process Sandler Sandler's First Rule The Sander Rules

Learning to Fail

schlemeierej23 February 18, 2025 No Comments

Hello all! Recently, we’ve been talking about the concept of learning to fail. Very fun. So in the spirit of accepting failure, I will be ending this post here. Haha,…

Business::Sales Sandler Social Sales The Sander Rules

Sandler Rules: Fall Back

Aliyah Shelatz April 14, 2023 2 Comments

In the Mattson book including the Sandler Rules, one of the rules highlights the idea of falling back. Whenever you are in a meeting with a potential prospect or an…

Business Relationships Relationship Selling Salesmen The Sander Rules Uncategorized

Sandler Rule #8: When prospecting, go for the appointment

Aliyah Shelatz March 18, 2023 No Comments

During our sales class, we had discussed the idea of prospecting and how important it is to be able to prospect to potential customers and clients of the product you…

Sandler The Sander Rules

Answering a Question With a Question

tothrm19 March 13, 2023 4 Comments

Today in class Dr. Sweet talked about how it is important to answer a prospect’s questions with more questions so that you can understand the prospects pains and hopes for…

Cold Calls Perspectives on Sales prospecting Relationship Selling Sales Tips Sandler The Sander Rules

Going for the Appointment

David April 21, 2022 No Comments

Good salespeople need to balance the goal to close a sale with an approach to the sales process that does not come across as pushy or manipulative. One of the…

Rule #31 Close the Sale of Close the File

Not fearing a “No”

Rule #23

Rule #14: A Prospect who is Listening is no Prospect at all

Seagulls: I just think they’re neat

Learning to Fail

Sandler Rule #8: When prospecting, go for the appointment

Answering a Question With a Question

Going for the Appointment

You Missed

My Car Buying experience

Selling to Professor Sweet In class

My Sales Conversation with Sweet

Sales Conversation