• The Sandler Rules

  • 49 Timeless Selling Principles…and How to Apply Them
  • By: David Mattson
  • Narrated by: David Mattson
  • Length: 3 hrs and 55 mins
  • 4.7 out of 5 stars (201 ratings)

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The Sandler Rules  By  cover art

The Sandler Rules

By: David Mattson
Narrated by: David Mattson
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Publisher's Summary

From the Wall Street Journal best-seller.

All prospects lie, all the time. Never ask for the order. Get an IOU for everything you do. Don't spill your candy in the lobby.

Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.

Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results?

Are great salespeople born with a special gift - perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships.

Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled 49 unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of Five Minutes with VITO, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.

©2009 Sandler Systems, Inc. (P)2017 Gildan Media, LLC

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What listeners say about The Sandler Rules

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  • Overall
    5 out of 5 stars

New to Sales and my first sales book

I purchased a franchise and find myself now wearing a salesman's hat. I have been and IT professional with an engineering degree and Master's in business for decades. If you are new to sales this is an excellent first book to start your sales career. I've been selling for Just 2 months and after reading the book found myself making quite a few errors. It's human nature. So I recommend this book for anyone new to the sales process or maybe someone who never had formalized sales training.

3 people found this helpful

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Just wayyyy to basic!!!!!

This is book to help underperforming sales newbies realize that they belong somewhere else, it’s a Comfirmation of sorts. It’s not really gonna help anyone that belongs, for those that do already know what it takes, we are born w it. It’s just if we admit that, then nobody would buy a sales book.

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Great selling advice

Timeless wisdom. Practical and modern approach to sales. I like how it is broken down into so many sections, makes this audio great for during lunch when I need a quick refresher on a couple rules.

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Great Sandler Training Sales Book!

Loved it, reinforced the Sandler Sales Principles I've been taught. Definitely would recommend this book to anyone that is wanting to raise their negotiation skills.

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the sales standard

recent discovery but really like how each principle is captured in short, practical word statements, easy to follow and understand.

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Great read

This was a great read. I recommend to any sales person out there. You can al

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Amazing Sales Training

I am a sales trainer, so I've read a lot of these sales books. This one stood out in a number of ways:

It is clear and thorough in it is explanations looking at each principle from different perspectives.

It also changes voices to keep your attention and help clarify each rule for you.

It also gets to the core issues most sales people struggle with and provides clear examples.

Overall: Amazing!!

I recommend this book and will likely listen to this again.

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Great book to listen to on repeat. Easy to understand for all levels of professionals.

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Useful!

Great book and I loved how it was structured. If you're in a sales career or related field, you should pick this one up.

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49 ways to make you a better salesperson!

I have listened to this audio book 4 times now and it gets better everytime!

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  • MR D Shukla
  • 06-13-20

great sales insights

this transactional analysis style was interesting for me to read about and is a nice complement to the more hard headed Cardone type of stuff

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  • Julien C.
  • 04-26-18

A must listen to audiobook for Sales professionals

Definitely felt like I've learned a lot from reading this book even with many years of Sales experience. Key takeaway - separate the Suspects from the Prospects and a 'No' will always be a 'No', get to the 'No' quicker to be able to invest your effort and resources in the pr
Prospects that will get you to the bank.