The Sandler RULES Adapted by David Ma8son
Visual Adap=on by
Dan Courtney
#1 YOU HAVE TO LEARN TO FAIL, TO WIN
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#2 DON’T SPILL YOUR CANDY IN THE LOBBY Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#3 NO MUTUAL MYSTIFICATION, DON’T HAVE HAPPY EARS
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#4 A DECISION NOT TO MAKE A DECISION IS A DECISION
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#5 NEVER ANSWER AN UNASKED QUESTION
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#6 DON’T BUY BACK TOMORROW THE PRODUCT OR SERVICE YOU SOLD TODAY
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#7 YOU NEVER HAVE TO LIKE PROSPECTING, YOU JUST HAVE TO DO IT
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#8 WHEN PROSPECTING GO FOR THE APPOINTMENT Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#9 EVERY UNSUCCESSFUL PROSPECTING CALL EARNS COMPOUND INTEREST
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#10 DEVELOP A PROSPECTING AWARENESS Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#11 MONEY DOES GROW ON TREES Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#12 ANSWER EVERY QUESTION WITH A QUESTION
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#13 NO MIND READING Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#14 A PROSPECT WHO IS LISTENING IS NO PROSPECT AT ALL
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#15 THE BEST SALES PRESENTATION YOU WILL NEVER GIVE, THE PROSPECT WILL NEVER SEE
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#16 NEVER ASK FOR THE ORDER – MAKE THE PROSPECT GIVE UP
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#17 THE PROFESSIONAL DOES WHAT HE DID AS A DUMMY – ON PURPOSE
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#18 DON’T PAINT SEAGULLS IN YOUR PROSPECT’S PICTURE
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#19 NEVER HELP THE PROSPECT END THE INTERVIEW Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#20 THE BOTTOM LINE OF PROFESSIONAL SELLING IS GOING TO THE BANK
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#21 SELL TODAY, EDUCATE TOMORROW.. DON’T GIVE A MONOLOGUE
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#22 ONLY GIVE A PRESENTATION FOR THE “KILL”
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#23 THE WAY TO GET RID OF A BOMB IS TO DEFUSE IT BEFORE IT BLOWS UP
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#24 PRODUCT KNOWLEDGE USED THE WRONG WAY CAN BE INTIMIDATING
#25 WHEN YOU WANT TO KNOW THE FUTURE BRING IT BACK TO THE PRESENT
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#26 PEOPLE BUY IN SPITE OF HARD SELL NOT BECAUSE OF IT Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#27 YOU CAN’T SELL ANYBODY ANYTHING -‐ THEY MUST DISCOVER THEY WANT IT
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#28 WHEN UNDER ATTACK FALL BACK Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#29 YOUR METERS ALWAYS RUNNING Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#30 YOU CAN’T LOSE ANYTHING YOU DON’T HAVE
#31 CLOSE THE SALE OR CLOSE THE FILE Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#32 GET AN I.O.U. FOR EVERYTHING YOU DO
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#33 ON YOUR WAY BACK TO THE BANK KEEP ONE EYE OVER YOUR SHOULDER
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#34 WORK SMART, NOT HARDER Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#35 IF YOUR COMPETITION DOES IT, STOP DOING IT RIGHT AWAY
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#36 ONLY DECISION MAKERS CAN GET OTHERS TO MAKE DECISIONS
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#37 ALL PROSPECTS LIE, ALL THE TIME Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#38 THE PROBLEM THE PROSPECT BRINGS YOU IS NEVER THE REAL PROBLEM
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#39 WHEN ALL ELSE FAILS, BECOME A CONSULTANT
#40 FAKE IT TILL YOU MAKE IT Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#41 THERE ARE NO BAD PROSPECTS – ONLY BAD SALESPEOPLE
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#42 A WINNER HAS ALTERNATIVES, A LOSER PUTS ALL HIS EGGS IN ONE BASKET
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#43 YOU DON’T LEARN HOW TO WIN BY GETTING A “YES”, YOU LEARN TO WIN BY GETTING A “NO”
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#44 WHEN YOUR FOOT HURTS , YOU ARE PROBABLY STANDING ON YOUR OWN TOE
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#45 EXPRESS YOUR FEELINGS THROUGH 3rd PARTY STORIES Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#46 THERE IS NO SUCH THING AS A GOOD TRY Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#47 SELLING IS A BROADWAY PLAY PERFORMED BY A PSYCHIATRIST
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#48 LIFE WITHOUT RISK, IS A LIFE WITHOUT GROWTH
Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them
#49 LEAVE YOUR CHILD IN THE CAR Quote from: The Sandler Rules 49 Timeless Selling Principles and How to Apply Them