50 Sandler Rules You Should Know

Attitude

1.  A life without risk is a life without growth.

2. Cultivate a support group.

3. Decide what you want, build a plan, and you can bet on the outcome.

4. Failure is universal; it's part of the human experience.

5. Be mentally and emotionally tough.

6. If you are only what you were told you could be, you're less than what you can be.

7. If you didn't bring it with you, you're not going to find it here.

8. It's not a sacrifice when you give a lesser value for a greater one.

9. It's OK to fail!

10. Luck is when preparation meets opportunity.

11. Maintain a healthy self-esteem.

12. Never look in your prospect's pocket.

13. No free consulting!

14. No one can enter your castle without your permission.

15. Only by risking failure can we accomplish anything.

16. People buy emotionally, they only make decisions intellectually.

17. Selling is a Broadway play performed by a psychiatrist.

18. You are earning right now exactly what you think you're worth.

19. You can perform in your roles only in a manner that is consistent with how you see yourself conceptually.

Behavior

1. A decision not to make a decision is a decision. 

2. Burn your bridges.

3. Don't be afraid to abort!

4. Don't do anything unless you know why you're doing it.

5. Don't practice in front of the prospect.

6. If you feel it, say it--gently.

7. It is almost always the decision maker that makes the decision work, not the choice which makes the decision work.

8. It's not how you feel that determines how you act; it's how you act that determines how you feel. 

9. Keep a journal.

10. Never make a move without commitment.

11. Never manage your numbers; manage your behavior.

12. Sell today, educate tomorrow.

13. Product knowledge is worthless when used at the wrong time.

14. Practice, practice, practice.

15. People who are like one another tend to like one another.

16. The way to get rid of a bomb is to defuse it before it blows up.

17. You can't manage anything you can't control.

18. You cannot fail at prospecting unless you fail to prospect.

19. You never leave an interview unless you know why you're going back, and the prospect has to know why you're going back.

20. Your meter's always running.

21. Work smart, not hard.

Technique

1. Nurture, nurture, NURTURE!

2. Since most people want to feel OK about themselves, the way to feel OK about themselves is to find someone else who is more Not-OK than they are. 98% of the population wants to feel OK about themselves.

3. The best presentation you're ever going to give, the prospect is never going to see.

4. When you want to know the future, bring it back to the present.

5. You can be a part of your own plan, or a part of someone else's. 

6. You can't sell anybody anything until they discover they want it.

7. You have to sell to a first-born differently than to an eighth-born. 

8. You must be working on the right end of the problem.

9. You can't lose anything you don't have.

10. When under attack, fall back.