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Just wanted to say thank you for the fascinating 'Fundamentals of selling' workshop you ran last month. In particular the analysis of the psychology of the sales process has already won me a significant new account.
Clive Thompson - Entina Ltd
NEW BESTSELLER NOW AVAILABLE
Sandler® Success Principles
Sandler Rules Book
Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results?
Are great salespeople born with a special gift--perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships.
Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training® CEO David Mattson, co-author of Five Minutes with VITO, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.
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Click here to read a chapter.
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Five Minutes With VITO®
VITO is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that's made in every enterprise in your sales territory. If you want to sell and live large, you must get to VITO...and launch the proven Sandler Selling System that will turn your VITO into one of your valued customers forever.
Sandler Training and VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15,000,000 salespeople...and distilled it all into once concise powerful selling resource. Five Minutes With VITO is the new definitive guide for salespeople who want to start where they belong...at the Top!
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Vito is a registered service mark of Parinello Incorporated.
Close the Deal
This book is a comprehensive list of successful strategies to close a deal. Chock full of insightful advice and practical checklists, Close the Deal applies to every aspect of the sale - from making appointments and a positive first impression to understanding a buyer’s reservations and fears to delivering the best customer service and maintaining your professional relationships.
A Five-Star Reader's Review from Amazon.com:
You Can’t Teach a Kid To Ride a Bike at a Seminar
Traditional selling techniques - frequently taught at seminars and on late-night cable television - are the norm in professional selling, but just about everyone in sales today agrees that these antiquated techniques simply don't work. Every sales prospect has heard the old techniques countless times before, and most know what a salesperson is going to say even before the presentation begins! That's why prospects can so easily control a sales call - and destroy the salesperson's self-esteem in the process.
Prospects never controlled David Sandler or anyone who masters his groundbreaking selling techniques. In You Can't Teach a Kid to Ride a Bike at a Seminar, you learn to master the seven key sales principles of the Sandler Selling System - and how and when to use them. You don't have to be subservient, forfeit your self-esteem, or fake enthusiasm about your product or service. And you never have to lie!
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