Download Succeed the Sandler Way: 14 Personal and Professional Breakthroughs
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Succeed the Sandler Way: 14 Personal and Professional Breakthroughs
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Audible Audiobook
Listening Length: 3 hours and 52 minutes
Program Type: Audiobook
Version: Unabridged
Publisher: Gildan Media, LLC
Audible.com Release Date: January 1, 2019
Whispersync for Voice: Ready
Language: English, English
ASIN: B07LFJWP1G
Amazon Best Sellers Rank:
I bought and read this book after hearing Adam Boyd speak at a recent industry training event in Austin, TX.I found this book to be an easy read, full of short summaries of about a dozen Sandler customers that the authors have worked with. What I valued most from reading this book is that it shows the success that is possible by following the Sandler principles, it has lead me to identify some of the causes of my own hindrances (self-doubt, for example) and a reminder that Sandler offers a proven process, and a process is what can help a person perform consistently. There is a saying often repeated in my office, "Put good people in a bad process, and the process will always win." This book showed example after example of how people can succeed by using a good process (Sandler) and how good people have failed by trying to move ahead without a process.
This book captures a lot of great wisdom and real life stories about how to use the Sandler sales system to prospect, qualify, and close new business successfully.I have been studying with Karl and Adam at Market Sense in Austin, TX and using the Sandler system for 3 years. During this time Adam Boyd has been my coach.Despite my baseline familiarity with the Sandler material I found a lot of great ideas in this book and found it very inspiring.You may be wondering, does this stuff really work? Here were my results...Pre Sandler:- $150-250k per yearPost Sandler:- 1st Year in Sandler - $1 M- 2nd Year in Sandler - $2M- 3rd year in Sandler - $1.5 mid-year/trending to $3MIt wasn’t always easy or comfortable but my rapid improvement evidences that the advice from Karl and Adam captured in this book really work. As Karl and Adam shared in the book, sales can be a daunting undertaking and I had to deal with call reluctance, head trash, self-limiting beliefs, and stressful moments when I screwed things up. Through it all the mantra of Sandler to seek disarmingly honest communication helped me overcome and thrive in my selling career.I highly recommend this book for anyone starting out in sales or someone who has had success but wants to reach even higher levels in their sales career. 5 stars in my opinion and you will easily recoup the purchase price by closing an extra deal once you implement some of the ideas in this book.The tips on journaling alone will pay for the book in the first month.
One of the key tenets of the Sandler System is using third party stories- and Succeed the Sandler Way uses these in droves to help show both specific examples of Sandler techniques as well as real-world examples of what breakthroughs the Sandler System can help you achieve.If you're like me, you think you're good at sales... but maybe you're really not. Maybe you're confusing natural talent or charisma for sales aptitude. As they say in Sandler- Doctors need a system to remind themselves to wash their hands, you need a system to sell more efficiently.
Having been a business owner and, after selling, a sales trainer and coach most of my professional life, I found this book to be both fascinating and useful. Fascinating because I could see many of my students and clients in the case studies that were presented. Too many of them arrive at the conclusion that selling means behaving like the worst of the pushy salestypes, when selling can start and end with value to the client. I found it useful because in each case there was a distinct solution, idea, or approach that worked.If you are looking for a way to approach the market that saves time for your sales organization, your prospective clients, and adds value to all of the above, read this book.
This book talks about not just a "sales system", but a process to determine if what you have is a fit for a particular prospect. It is about doing a better job helping your customer and client by being honest with them and yourself. The different chapters, each, in their own way, help to take the pressure off "selling" and put the emphasis to understanding and helping. And when there isn't a fit, it is okay to walk away with your head held high. It is a breath of fresh air.
Karl and Adam have written an amazing account how the Sandler Selling System positively impacted the lives of salespeople who were initially impaired by major self-limiting beliefs and how they overcame them. Every story and the lessons contained therein are inspirational and relevant. Whether you are Sandler trained or not and if you are honest with yourself, Karl and Adam's book, should have a profound impact on your thinking and motivate you to change. We all have self-limiting beliefs and it is entirely up to you to be honest with yourself and either address them or not. While these stories document the impact Sandler had on these individuals, the book itself is really more about the impact that Sandler can have on YOU.I am Sandler trained and each story had me reassessing and re-inventorying my self-limiting beliefs and sales process. I particularly enjoyed Karl and Adam's list of the 20 most common self-limiting beliefs because it allowed me to ask myself, "how many of those self-limiting beliefs did I have before Sandler (15) and how many do I still possess now (2)?" There is always room to improve and their book will show you a path to improved sales, a more positive outlook and greater happiness.If you are in sales, this short and easy-to-read book is a must read. You won't regret it.
This book abounds with great, real life examples of key people in companies who needed to make changes to increase sales, face obstacles and succeed. It does not teach the in's and out's of the Sandler System, but does reveal some of the philosophy and principals on which it is based, fortified with real people in real situations.After reading this book for a short while I realized that my work in a non-profit, where services are given away, was actually sales and that I could get better at it.
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