Sandler Rules Flashcards
Sandler Rule #1
Learn to…
You have to learn to fail to win
Sandler Rule #2
Don’t spill
Don’t spill your candy in the lobby
Sandler Rule #3
No Mutual…
No mutual mystification
Sandler Rule #4
A decision to not…
A decision to not make a decision is a decision. Go for “yes” or “no”
Sandler Rule #5
Never answer
Never answer an unasked question
Sandler Rule #6
Don’t buy back
Don’t buy back tomorrow the product or service you sold today
Sandler Rule #7
You never have…
You never have to like the prospect. You just have to deal with it
Sandler Rule #8
When prospecting go…
When prospecting go for the appointment.
Sandler Rule #9
Every unsuccessful prospecting call…
Every unsuccessful prospecting call earns compound interest
Sandler Rule #10
Develop a prospecting…
Develop a prospecting awareness
Sandler Rule #11
Money does…
Money Does Grow on trees
Sandler rule #12
Answer every…
Answer every question with a question
Sandler Rule #13
No…
No mind reading
Sandler Rule #14
A prospect who…
A prospect who is listening is no prospect at all
Sandler Rule #15
The best sales…
The best sales presentation you will ever give, the prospect will never see.
Sandler Rule #16
Never ask for…
Never ask for the order - make the prospect give up
Sandler Rule #17
The professional does…
The professional does what he did as a dummy on purpose
Sandler Rule #18
Don’t Paint…
Don’t paint “seagulls” in your prospects picture
Sandler Rule #19
Never help…
Never help the prospect end the interview
Sandler Rule #20
The bottom line of…
The bottom line of professional selling is going to the bank
Sandler Rule #21
Sell today…
Sell today, educate tomorrow
Sandler Rule #22
Only give a…
Only give a presentation for the kill
Sandler Rule #23
The way to get rid…
The way to get rid of a bomb is to diffuse it before it blows up
Sandler Rule #24
Product knowledge used at…
Product knowledge used and the wrong time can be intimidating
