If there is anything that professional service providers hate worse than marketing, it is probably selling.
I’m a big fan of the Sandler Sales system, and I’ve posted about it several times on this blog. I wish they had taught this stuff in college (but would I have been smart enough to take that class?).
The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them
. Adapted by David Mattson, it outlines 49 “Sandler Rules”. These timeless selling principles will be more successful by showing you how to be “180 degrees different from the traditional salesperson”.
The principles are divided into three main parts. Part One outlines six rules, or core concepts, that will transform your selling process (or help you get one).
Part Two contains rules that focus on execution. The 27 rules in this section outline many of the tactics that you will use “where the rubber meets the road” during your sales calls.
The rules in the last section help us remember the proper attitudes that we need to have to be successful in sales.
Follow the rules in this book and your sales will definitely improve.
