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Gerry Weinberg & Associates, Inc. | Southfield, Michigan

Sandler Rules

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 13 Minutes

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

LIsten Time: 7 Minutes

A few weeks ago, I talked about using Sandler rules to sell more. Now I’d like to use them to help lead your teams. There are hundreds of Sandler Rules—not just the ones you see in the books. These are my two favorites from a leadership perspective. As I’ve stated before--these can be used not only in the professional environment, but in your everyday life, outside of the workplace.

Being involved wtih Sandler since 2010, I've learned to use a lot of Sandler Rules. We use these Sandler Rules to help guide us into practicing a systematic approach to all aspects of the selling process. There are hundreds of Sandler Rules—not just the ones you see in the books. There is not a day or class that goes by where one isn’t being used.

With that being said, I'll give you 2 of my favorites. Each has a different aspect for why it’s important and how you can use it to better produce in your business and in your everyday life.

Sandler Rule #2: “Don’t Spill Your Candy in the Lobby”

I love this one because my friends and family laugh about how this one sounds. The problem is, in the sales world, it’s a serious matter. Think of all the knowledge and expertise you have in your industry. Think of that expertise and knowledge as an unopened box of candy, like the ones you might buy at a corner store or at the movies.

Make sure your people understand roles and responsibilities. Miscommunication and keeping people in the dark is probably one of the ongoing challenges for any leader. When you have projects, let's assume that project is going to do something very important for your organization and you've got the right people on the project. 

Have you ever had a prospect tell you, "I need to think it over?"

Have you ever simply fled the scene of a meeting gone wrong?

Are you missing out on conversations with people who could have bought from you?

Have you ever heard what you wanted to hear from the prospect - and lost the deal as a result?

When David Sandler created the Sandler Selling System he was looking to help guide salespeople to sales success. His techniques are effective and timeless – and since 1967 salespeople have been referring to them. If you've been Sandler trained, then you've probably also connected with a certain Sandler Rule. Each of the Sandler Rules provide helpful insight and guidance related to business and sales that help professionals navigate a meeting, adjust their outlook or test techniques that lead to profitable returns

Have you ever made an ASSUMPTION about a prospect that turned out to be unrealistic?

Have you ever tried to deliver a "sales pitch" to someone you just met?

Ask most salespeople to describe the purpose of each interaction with a prospect and they'll probably say something like: "close 'em" "build the relationship" "educate them" "solve their problems" All good answers, but the real purpose of every interaction with a prospect is to get to the truth. What's uncomfortable about getting the truth in an interaction with a prospect? Ask any salesperson this question and most of the time their answer will be something like "I might not get their business!"e

Have you ever put off your prospecting tasks…and faced an income crisis as a result?

Have you ever lost a sale- and felt like a personal failure?

Have you ever had a buyer change his mind after committing to the sale?

Have you ever shared too much information, too soon?

Are you getting your fair share of referrals?

Have you ever answered a prospect’s question-and wished you hadn’t?