The Sandler Rules: Forty-Nine Timeless Selling Principles... and How to Apply Them.... A visual powerpoint presentation to help individuals learn the rules.

1. The
Sandler
RULES
Adapted
by
David
Ma8son
Visual
Adap=on
by
Dan
Courtney

2. #1
YOU
HAVE
TO
LEARN
TO
FAIL,
TO
WIN
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

3. #2
DON’T
SPILL
YOUR
CANDY
IN
THE
LOBBY
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

4. #3
NO
MUTUAL
MYSTIFICATION,
DON’T
HAVE
HAPPY
EARS
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

5. #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

6. #5
NEVER
ANSWER
AN
UNASKED
QUESTION
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

7. #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

8. #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

9. #8
WHEN
PROSPECTING
GO
FOR
THE
APPOINTMENT
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

10. #9
EVERY
UNSUCCESSFUL
PROSPECTING
CALL
EARNS
COMPOUND
INTEREST
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

11. #10
DEVELOP
A
PROSPECTING
AWARENESS
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

12. #11
MONEY
DOES
GROW
ON
TREES
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

13. #12
ANSWER
EVERY
QUESTION
WITH
A
QUESTION
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

14. #13
NO
MIND
READING
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

15. #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

16. #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

17. #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

18. #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

19. #18
DON’T
PAINT
SEAGULLS
IN
YOUR
PROSPECT’S
PICTURE
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

20. #19
NEVER
HELP
THE
PROSPECT
END
THE
INTERVIEW
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

21. #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

22. #21
SELL
TODAY,
EDUCATE
TOMORROW..
DON’T
GIVE
A
MONOLOGUE
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

23. #22
ONLY
GIVE
A
PRESENTATION
FOR
THE
“KILL”
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

24. #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

25. Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them
#24
PRODUCT
KNOWLEDGE
USED
THE
WRONG
WAY
CAN
BE
INTIMIDATING

26. #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

27. #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

28. #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

29. #28
WHEN
UNDER
ATTACK
FALL
BACK
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

30. #29
YOUR
METERS
ALWAYS
RUNNING
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

31. #30
YOU
CAN’T
LOSE
ANYTHING
YOU
DON’T
HAVE

32. #31
CLOSE
THE
SALE
OR
CLOSE
THE
FILE
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

33. #32
GET
AN
I.O.U.
FOR
EVERYTHING
YOU
DO
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

34. #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

35. #34
WORK
SMART,
NOT
HARDER
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

36. #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

37. #36
ONLY
DECISION
MAKERS
CAN
GET
OTHERS
TO
MAKE
DECISIONS
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

38. #37
ALL
PROSPECTS
LIE,
ALL
THE
TIME
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

39. #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

40. Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them
#39
WHEN
ALL
ELSE
FAILS,
BECOME
A
CONSULTANT

41. #40
FAKE
IT
TILL
YOU
MAKE
IT
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

42. #41
THERE
ARE
NO
BAD
PROSPECTS
–
ONLY
BAD
SALESPEOPLE
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

43. #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

44. #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

45. #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

46. #45
EXPRESS
YOUR
FEELINGS
THROUGH
3rd
PARTY
STORIES
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

47. #46
THERE
IS
NO
SUCH
THING
AS
A
GOOD
TRY
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

48. #47
SELLING
IS
A
BROADWAY
PLAY
PERFORMED
BY
A
PSYCHIATRIST
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

49. #48
LIFE
WITHOUT
RISK,
IS
A
LIFE
WITHOUT
GROWTH
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them

50. #49
LEAVE
YOUR
CHILD
IN
THE
CAR
Quote
from:
The
Sandler
Rules
49
Timeless
Selling
Principles
and
How
to
Apply
Them