Sandler Success Principles by David Mattson and Bruce Seidman is among the very best sales training books you will ever read because it delves deeply into the deep seated reasons why you, and most people, think and make decisions
Here are some of the parts of Sandler Success Principles that I underlined as I was reading.
Success is not the result of strategies and techniques - although they play an important role - but rather and individuals's attitudes and beliefs, fears and scares, perception of what's possible and what's not, and most important, self-image.
Perceptiveness and self-awareness are certainly two indispensable skills for reaching high levels of selling success.
Yes, it helps to be in the right place at the right time, but you also have to know what you want. Otherwise, you might be in the right place at the right time...and never even know it.
"Luck" really is the intersection of preparation and opportunity. The clearer you are about what you want in lfe, the luckier you will find yourself becoming.
...you'll also need to learn to act with confidence and courage at times when you're not feeling particularly confident and courageous.
Selling is an emotional experience shrouded by an intellectual process.
...you must search out and contact those people - people who, for the most part, simply want to go about their day without being interrupted.
Your feelings are the result of your thinking, your interpretations of events.
Sandler set out to discover what drives people to act so differently. In his quest, he discovered Transactional Analysis (TA)).
The human relations model of TA provided the foundation on which he developed the Sandler Selling System.
The salespeople who achieved consistently high levels of self-esteem regardless of the outcomes of any particular sales challenge.
...you will find that you are as successful in your lives as your self-image allows you to be.
Once you understand what's really behind your own decisions, you can help others make good decisions too.
Discover the 11 insights that will change the way you think and sell using Sandler Success Principles
Improve performance through self-awareness and relationships. Mattson and Seidman--C-level executives at Sandler Training, a world leader in sales training--focus readers on the 11 core principles that can reshape identity and promote professional growth. The Sandler System reveals the insights necessary to shift your own beliefs, behaviors, and attitudes to match those of the highest-earning, most successful sales representatives.
Excel at selling by overcoming the root causes of negative behaviors.Using the framework of Transactional Analysis the study of communication and its effect on human development and relationships-readers will understand how they arrived at the results, good or bad, that they have had up until now. Readers will learn
- Why self-control is a powerful weapon, and how it creates predictably lucrative relationships.
- How to don their armor going into battle, and when to relax in their own castle.
- How to leave their ''inner child'' in the car during sales calls.
A companion book to bestseller The Sandler Rules. In The Sandler Rules, Mattson outlined the principles of successful selling. Now he turns those principles inward to teach readers the connection between thoughts and triumph. Find out why strategies and techniques play a secondary role to one's attitudes and beliefs, fears and scares, perceptions of possibility, and most importantly, self-image.