sandler sales rules

Here are some Sandler insights and rules that will help you understand more about the Sandler Selling System :

   1. Your success is based on the amount of information you get,not the amount of information your give.
   2. People do not buy features and benefit, they buy ways to avoid or overcome pain.
   3. Salespeople call at levels in organisations based on the way they view themselves conceptually.
   4. The more pain the prospect experiences, the more money they will pay for your product or service.
   5. Before a prospect meeting say to yourself, "I'm financially independent and I don't need the money.
   6. Only decision-makers can make decisions.
   7. The problem the prospect brings you is never the real problem.
   8. There are no bad prospects only bad salepeople.
   9. People buy for two reasons, to either move towards pleasure or away from pain.
  10. You don't have to like cold calls, you just have to do them.
  11. Strong Up-front Contracts stop unwanted surprises.
  12. Display the opposite type behavior to what the prospect expects.
  13. If you don't have a selling system of your own when face-to-face with a prospect, you will unknowingly default to the prospect's system.
  14. Insanity is doing the same sales behavior over and over again, yet expecting different results.
  15. Never manage your numbers; manage your behavior.
  16. You cannot achieve anything great, by playing it safe.
  17. Product knowledge is worthless when used too early in the sales cycle.
  18. Stop selling features & benefits.
  19. You cannot fail at prospecting unless you fail to prospect.
  20. Deal with likely objections early in the sales cycle not at the end.