Probably the best book that I have read here at Grove City College has been The Sandler Rules by David Mattson. This book has had a profound impact, not only on the way I view selling products, but on how I can sell myself and my idea. Easy to digest and profoundly applicable, this book is a must-read for any person pursuing excellence in communication.
The best part of the Sandler Rules for me, was that the book seemingly implied and had the potential to impact much more than just sales in my life. The role this book as played includes teaching me and hopefully others valuable communication skills was far beyond what I had ever expected. Rules such as a decision not to make a decision is a decision and don’t spill your candy in the lobby has had profound impact on the way that I view branding myself and has made me more aware of how people brand themselves as well.
The rule that applies to me the most is “no mind reading”. In my attempt to be a better saleswoman, I can try to guess what my customer is thinking, instead of asking them questions to lead us both to discovery, a principal that is taught in Daniel Pink’s To Sell is to Human. Whether mind reading in a sales scenario or in relationships, attempting to assume facts is almost always detrimental. Through using the concept of mutual discover through questions, sales and life experiences are much more profitable.
All of the lessons in Mattson’s book have taught me more about myself than any other college text and I am so happy that I had the opportunity to take this class and learn these concepts.
BoweryJE22