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
Sandler Rule #25
When you want…
When you want to know the future, bring it to the present
Sandler Rule #26
People buy in spite..
People buy in spite of the hard sell, not because of it
Sandler Rule #27
You can’t sell…
You can’t sell anybody anything they must discover they want it
Sandler Rule #28
When under…
When under attack-fall back
Sandler Rule #29
Your meter’s…
Your meter’s always running
Sandler Rule #30
You can’t lose…
You can’t lose anything you don’t have
Sandler Rule #31
Close the sale…
Close the sale or close the file
Sandler Rule #32
Get a IOU for everything you do
Sandler Rule #33
On your way to the bank, keep one eye over your shoulder
Sandler Rule #34
Work smart…
Work Smart, not hard
Sandler Rule #35
If your competition is…
If your competition is doing it, stop doing it right away
Sandler Rule #36
Only decision makers…
Only decision makers can get others to make a decision
Sandler Rule #37
All prospects lie…
All prospects lie, all the time
Sandler Rule #38
The problem the prospect…
The problem the prospect brings you is never the real problem
Sandler Rule #39
When all else fails…
When all else fails, become a consultant
Sandler Rule #40
Fake it…
Fake it, until you make it
Sandler Rule #41
There are no bad…
There are no bad prospects, only bad sales people
Sandler Rule #42
A winner…
A winner has alternatives, a loser puts all his eggs in one basket
Sandler Rule #43
You don’t learn by getting…
You don’t learn by getting a yes, you learn how to win by getting a “no”
Sandler Rule #44
When your foot hurts…
When you’re foot hurts, you’re probably standing on your own toe
Sandler Rule #45
Express your feelings…
Express your feelings through 3rd party stories
Sandler Rule #46
There is no…
There is no such thing as a good try
Sandler Rule #47
Selling is a Broadway play…
Selling is a Broadway play performed by a psychiatrist
Sandler Rule #48
A life w/o risk….
A life without risk, is a life without growth
Sandler Rule #49
Leave your…
Leave your child in the car.
