Sandler Rules

Transactional Analysis (T-A) as formulated by Eric Berne in the late 1950's, defines three ego states that influence human behaviour - the Parent, the Adult, and the Child.

The Parent ego state is that part of us where information is stored about such things as what is good and bad, right and wrong, appropriate and inappropriate. The Adult ego state is the logical, analytical, rational part of our behavioural framework. It weights the pros and the cons, the pluses and the minuses, the upsides and the downsides. The Child is the emotional part of our makeup. This is where feelings are stored. T-A theorises that by the time we are six years old we have experienced and stored a wide range of emotions - emotions that influence us throughout the balance of or lives.

It was David Sandler's genius that caused him to discover these basic principles and codify them. Armed with the information that we are talking, not to one prospect but to three - the Child, the Parent and the Adult, we can plan accordingly.

The forty-nine selling Rules that are set out briefly in this publication by student, practitioner and CEO, David Mattson, - The Sandler Rules - have been field tested now over three decades. They are what you should practice if you want to exploit what David Sandler discovered via Transactional Analysis and his own personal experience, to be true about human behaviour. 

 Five Minutes With VITO

VITO is the Very Important Top Officer, the person with the ultimate veto power. VITO's 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 VITO into one of your valued customers forever.

Sandler Training^SM 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 one 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!

Close the Deal

This book is a comprehensive list of successful strategies to close a deal. Chock full of 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:
"A great book of useful sales tips. This is a great reference book for quick sales solutions…These non-traditional sales strategies really hit the mark.”

You Can’t Teach a Kid To Ride a Bike at a Seminar

Traditional selling techniques - frequently taught at seminars and on late-night satelitte 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!