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Sandler Success Principles : 11 Insights that will change the way you Think and Sell, by David Mattson, Bruce Seidman
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Discover the 11 insights that will change the way you think and sell
Improve performance through self-awareness and relationships. Mattson and Seidman--C-level executives at Sandler Training, a world leader in sales training--focus readers on the 11 core principles that can reshape identity and promote professional growth. The Sandler System reveals the insights necessary to shift your own beliefs, behaviors, and attitudes to match those of the highest-earning, most successful sales representatives.
Excel at selling by overcoming the root causes of negative behaviors.Using the framework of Transactional Analysis the study of communication and its effect on human development and relationships-readers will understand how they arrived at the results, good or bad, that they have had up until now. Readers will learn
- Why self-control is a powerful weapon, and how it creates predictably lucrative relationships.
- How to don their armor going into battle, and when to relax in their own castle.
- How to leave their ''inner child'' in the car during sales calls.
A companion book to bestseller The Sandler Rules. In The Sandler Rules, Mattson outlined the principles of successful selling. Now he turns those principles inward to teach readers the connection between thoughts and triumph. Find out why strategies and techniques play a secondary role to one's attitudes and beliefs, fears and scares, perceptions of possibility, and most importantly, self-image.
- Sales Rank: #127651 in Books
- Published on: 2012-04-24
- Released on: 2012-04-24
- Original language: English
- Number of items: 1
- Dimensions: .67" h x 6.34" w x 9.30" l, .86 pounds
- Binding: Hardcover
- 160 pages
Review
''The best book I have read covering the subject of professional selling, providing a clear, rationale and systemic approach not simply the 'conceptual.''' --Rob Howard, Director, Sales & Marketing Norgren Europe, European Fluid Controls, FAS Group
''Sandler Success Principles is another great example why Sandler Training is simply the best in developing sales professionals and executives. It offers powerful and practical insights that will make you clearly more successful.'' --Markku Kauppinen, CEO Extended DISC North America, Inc.
''Sandler Success Principles reinforced my belief that it is unquestionably the most effective system for developing the necessary skill set for success in any negotiation.'' --Perry S. Fong, Senior Vice President RBC Wealth Management
''If you want your career in sales to be both more productive and enjoyable, read this book to gain excellent insight into what makes sales people successful.'' --Kevin McGeeny, CEO StarSupply Commodity Brokers, Geneva & Chicago
''Sandler Success Principles reinforced my belief that it is unquestionably the most effective system for developing the necessary skill set for success in any negotiation.'' --Perry S. Fong, Senior Vice President RBC Wealth Management
''If you want your career in sales to be both more productive and enjoyable, read this book to gain excellent insight into what makes sales people successful.'' --Kevin McGeeny, CEO StarSupply Commodity Brokers, Geneva & Chicago
''Sandler Success Principles reinforced my belief that it is unquestionably the most effective system for developing the necessary skill set for success in any negotiation.'' --Perry S. Fong, Senior Vice President RBC Wealth Management
About the Author
David Mattson is CEO and a partner at Sandler Systems, Inc., an international training and consulting organization, where he continues to be a trainer and business consultant for management, sales, interpersonal communication, corporate team building, and strategic planning worldwide. He is also the author of The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, and coauthor of Five Minutes with VITO: Making the Most of Your Selling Time with the Very Important Top Officer.
Bruce Seidman is president and a partner at Sandler Systems, Inc., where he works closely with Sandler trainers to help them grow, using technology to share best practices across the entire global team. He carries on the legacy that his father, David Sandler, began in 1967.
Most helpful customer reviews
2 of 2 people found the following review helpful.
Great self-help book for salesman and everyone else.
By T SANTOSO
This is an easy to read book, i finished it in a 4 hour flight. Half of the insights are common knowledge, but the other half are very interesting. Here are some samples of the interesting insights:
The idea of the separation of inner and outer world was presented in an easy to understand analogy. No one can enter your castle without your permission, we are hurt if we allow our outer world hurt us.
Few people are winners and few are real losers, but "at-leasters" are the worst kind of us. The Mr. and Mrs. Average. Those who are not great but not losers too. Beware of this zone, which has hit so many of us without recognizing it.
We are affected with 3 tapes: Parents tape, who either critical or nurturing; Child tape, that craves within us being childish all the while, and the adult tape, which is the most logical and correct.
Attitude, Behavior, and Technique are the 3 elements that create our own success.
How can we use all these insights to our advantage? Read the book.
0 of 0 people found the following review helpful.
Sandler Success Principles is stuff that works
By Mike D. Montague
A great new book from the David and Bruce was released today. I got an advanced copy, and read it straight through over the weekend.
This book is the perfect companion to the other teachings. If you haven't read the rules book or the bike book, then pick those up too.
Overall, David and Bruce teach you to improve your communication and sales skills by improving 3 areas, your attitude, your behavior, and your technique. This book is all about attitude. How do you keep yourself in the right frame of mind so that you can communicate clearly and get the successful results you want, consistently over time.
Their other books will tell you how to be successful. This book will tell you why you will be successful. These crucial insights are often the determining factor between success and failure. It not what you say or how you say it. It's about why you said it, and where your head and heart were at when you said it.
It is a heady concept, but just read the book. It is an easy read and well worth your time. Then take the action steps and make them a part of your routine and system for continuous and long term success.
Good luck!
2 of 2 people found the following review helpful.
Good easy read very good concepts
By MMJC
Good easy read very good concepts...Having never been exposed to Sandler I though I would give this a try first. I have been in sales professionally for over 20 years and read a ton of books on the subject as well as having taken training courses. There is new information/concepts that I was able to learn from and that were new to me and that was refreshing considering most sales books on the market are re-hashing of the same material and just packaged differently.
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