{"id":1682,"date":"2016-02-21T21:39:59","date_gmt":"2016-02-21T21:39:59","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=1682"},"modified":"2016-02-21T21:39:59","modified_gmt":"2016-02-21T21:39:59","slug":"the-sandler-rules","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/the-sandler-rules\/","title":{"rendered":"The Sandler Rules"},"content":{"rendered":"<p>As I have been going through the readings for this class I have really enjoyed David Mattson&#8217;s book because the rules are short and to the point but also very simple concepts that I so often overlook or don&#8217;t consider myself when in the position of selling. He has so many good principles that when applied together, I think will make a really great Salesperson.<\/p>\n<p>Two rules I just read about:<\/p>\n<ul>\n<li>Rule # 13-No mind reading<\/li>\n<li>Rule # 14-A prospect who is listening is no prospect at all.<\/li>\n<\/ul>\n<p>These two rules really spoke to me because they are such basic concepts but so vital to almost any situation:<\/p>\n<ul>\n<li>Rule # 13-Don&#8217;t think you know what the other person is thinking\/saying (get clarification) and<\/li>\n<li>Rule # 14-Don&#8217;t talk a lot (listen more)<\/li>\n<\/ul>\n<p>Yet these two ideas happen so frequently in sales pitches without even knowing it.\u00a0Mattson gives two simple ideas here, that when applied, make the biggest difference in a sale. I also really enjoy the examples that he gives with each rule!<\/p>\n<p>What I gained most from the short reading on these rules was:<\/p>\n<ol>\n<li>Don&#8217;t assume and make inferences based on what the person says until you know you have the facts correct.<\/li>\n<li>Get the prospect to talk so you can listen to their needs and and wants.<\/li>\n<\/ol>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>As I have been going through the readings for this class I have really enjoyed David Mattson&#8217;s book because the rules are short and to the point but also very simple concepts that I so often overlook or don&#8217;t consider myself when in the position of selling. He has so many good principles that when [&hellip;]<\/p>\n","protected":false},"author":59,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1682","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1682","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/59"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=1682"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1682\/revisions"}],"predecessor-version":[{"id":1683,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1682\/revisions\/1683"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=1682"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=1682"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=1682"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}