Sandler Rule #1
whitemanoc19 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…
The Sander Rules
Features vs. Benefits: Why Features Aren’t Desirable (Until After the Sale)
gillettebt17 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…
Empathy
Non-Sales Selling
Perspectives on Sales
Relationship Selling
Sales Struggles
Sandler's First Rule
Selling Yourself
A Sale for Every Buyer – Job #4
falcettatr1 My fourth job was the fastest one to be over. I started at the local Perkins restaurant as a cook during July of 2017, and it was one of the…
Is That Your Final Answer?
MoserMD1 In all of the rules and concepts that we have covered in this course, my favorites are always the ones that put the overall relationship above the sale. Core Concept…
Favorite Sandler Rules: Grand Total of 4
lindy.bowser The book written by Mattson outlining Sandler Rules as well as Core Concepts for sales is rather straightforward. Each rule/concept is only about a page and a half long and…
Role You vs Real You
difalcolm1 Mattson’s first principle of selling is all about learning to fail, to win. In our culture, especially at Grove City, we are trained to avoid failure at all costs. Failure…
Don’t Be This Kind of Prospector
The 7th Sandler Rule is that you never have to like prospecting, you just have to do it. However, I would add the caveat that you have to do it…
My Favorite Sandler Rule
I have the flaw of taking things very personally. When someone can’t make it to an event I am planning, I consider what I may have done to lose their…
Tips For When a Prospect Says “No”
carteram1 Last week we talked about what to do when a prospect says “no.” We learned that you just give up, and walk away – you don’t want to push anything…