Pegasus Media World Sandler Rules: 49 Timeless Selling Principles and How to Apply Them

I have been in sales for 25 years, the last 15 in insurance with the same commpany. About 2 years ago (2007), I finally reached a near-burnout. Actually, looking back, I have to admit that I WAS burnt out.I desparately wanted out of sales. I was tired of prospects wanting to 'think about it', tired of giving quotes/presentations only to have them use it to get their current carrier to lower their rates, tired of feeling subservient to some prospects and client, tired of educating prospects and NOT getting the sale, tired of chasing prospects down, tired of getting beat up on price, and tired of their lies and games. I used to spend hours making up a great educational and consultative presentation thinking they'll really be impressed, only to hear "Wow, what a wonderful presentation. You did a great job and we really appreciate all the information. You're a great salesman and have been very helpful, but we decided to stay where we're at". Or I might hear something like "Great job, but you're competition is $100 cheaper"An associate of mine who was experiencing the same frustrations learned about the Sandler Sales system, and turned me on to it. I don't mean to sound like a commercial, but it totally saved my [business] life. Because of it, my sales are up, my burnout is gone, and I enjoy sales again.Sandler's system is a complete reversal of traditional selling methods. I no longer 'sell', rather the prospect buys. No more do I give away all my information or make such long presentations 'for free'. There is no pressure, no 'handling objections', and no think-it-overs. I know that sounds wierd, but it is by far the most ingenious selling system I've seen. I will never, ever go back to those traditional selling methods that led me to burn out.The book 'Sandler Rules' highlights all of the principles taught in the Sandler system. It's an easy and enjoyable read, concise, practical, and will be the best money you ever spend on any kind of sales book!

Somewhat dated but still very applicable

Sandler sales training is unlike any selling I'd come across before. If you Want results but don't enjoy selling this method will appeal. It's selling in a non-salesy way. Must read for anyone in business.

I’ve read this book multiple times and have bought numerous copies for my team. Cornerstone sales manual and even though the 49 Rules are essential for Sales, I have also found them useful in other life events. To be honest, I’ve even “Sandlered” my kids when they were growing up.Recommend not trying to read the entire book at once either. Just read 1-2 rules a day or every few days, try to implement them read another rule or two.

If you want to be good at something you have to study the topic and practice it. I think the book is worth reading but you need to practice sales to develop the skills that work for you and for your market. If you choose to read this book be sure you also read others. The Sandler Process is just one of many methods.