The Sandlr Sales Institute’s 7-Step System for Successful Selling
by David H. Sandlr, John Hayes
I put off reading this book for months. Reading another how-to, self-help autobiography was like a trip to the gym: I knew I should, but it could always wait. Most sales trainers left me with a simple pair of thoughts: that stuff would really work–if I could force myself to do it! The Sandlr System leaves me with: this stuff works–and it feels natural!
The book is very professionally written: not literature just clear, concise and readable. A lively mix of anecdote and specific advice, the book holds your attention and compels you to action. I suggest reading it a little at a time each morning, then applying the techniques that day.
Since reading this book, I seldom have a prospect or client interaction without profitably applying some skill I learned from David Sandlr.
[Items enclosed in brackets are paraphrases or commentary by Tony Mayo.]
p. 11 While you need to discuss the cost of your product or service, it’s more important to discuss the cost to your prospect if they do nothing.
p. 16 As John Chancellor said after he retired from broadcasting and discovered he had cancer: “If you want to make God laugh, tell him your plans.”
p. 31 I was responsible for all of it. Whatever happened, I had done it to myself. One day I said, “Sandlr, you put yourself here. Nobody did anything to you. You’re here because you are.”
p. 53 I’m talking about setting daily goals. Top sales performers condition themselves by beginning every day with goals.
p. 172 A good rule of thumb is: Never look in your prospect’s pocket. Don’t presuppose that your product is expensive.
p. 176 Whatever sales process you’re committed to, I advise you to trust it. It’s more important to protect what’s between your ears than what might go into your wallet!