David Mattson - Sandler Success Principles: 11 Insights that will change the way you Think and Sell

Insight not necessarily the first character trait that comes to mind whendescribing a successful salesperson, but Mattson and Seidman vehementlyargue its crucial nature. By reading Sandler Success Principles andincorporating its straightforward principles, youll be well on your way tobecoming an insightful, hence successful, salesperson.

Marshall Goldsmith, Million-selling author of
the New York Times bestsellers, MOJO and
What Got You Here Wont Get You There

In over 25 years of practicing sales, I have never found a book that bettercaptures the realities of behavior selling like Sandler Success Principles. Thisis a must-read for any sales professional seeking a blueprint for total salessuccess.

Joe Quaglia, Senior Vice President U.S. Marketing & President
TDMobility at Tech Data Corporation

I love the Sandler Selling System because it demystifies selling through a setof simple and repeatable actions that, frankly put, work. If you want to knowwhy and how its successful, Mattson and Seidmans latest book, Sandler Success Principles, is for you. The process wont only transform the way yousell, but also the way you live.

Tony Rodoni, Regional Vice President Corporate Sales Salesforce.com

The best book I have read covering the subject of professional selling, providing a clear, rational, and systemic approachnot simply the conceptual. It draws the reader to the profound difference between making sales calls and leading a principle-based sales process to identify and solve our clients business problems. This book provides an invaluable way of understanding how to take sales performance to the next level.

Rob Howard, Director, Sales & Marketing Norgren Europe, European Fluid Controls, FAS Group

Engaging, practical and methodical, the Sandler methodology and approach come through loud and clear. From foundational elements to advanced techniques, this is a practical, hands-on guide to reference on an ongoing basis.

Maurizio Anchini, Head of Instructor-Led Training IATA Training Institute

Sandler Success Principles is another great example of why Sandler Training is simply the best in developing sales professionals and executives. It offers powerful and practical insights that will make you clearly more successful.

Markku Kauppinen, CEO Extended
DISC North America, Inc.

Sandler Success Principles is a great reminder that sales success is largely about cultivating the right attitudes and beliefs. If you get your head screwed on straight and understand the fundamentals of how people interact in a sales situation, good results will inevitably follow.

Bruce Chesebrough, Managing Director Alvarez &
Marsal North America

If you want your career in sales to be both more productive and enjoyable, read this book to gain excellent insight into what makes sales people successful.

Kevin McGeeny, CEO StarSupply Commodity Brokers, Geneva & Chicago

If you think this is a book for sales professionals only stop! It is a must read for anyone who wants to be successful and significant in all aspects of his or her life.

James Bindon, Senior Vice-President, Marketing Forsythe Technology, Inc.

When I took the Sandler training program several years ago, I became a passionate devotee of the Sandler system. Sandler Success Principles reinforced my belief that it is unquestionably the most effective system for developing the necessary skill set for success in any negotiation.

Perry S. Fong, Senior Vice President RBC Wealth Management

Limit of Liability/Disclaimer of Warranty: While the publisher and authors have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created by sales representatives or written promotional materials. The advice and strategies contained herein may not be suitable for your situation. The publisher is not engaged in rendering professional services, and you should consult a professional where appropriate. Neither the publisher nor authors shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential or other damages incurred as a result of using the techniques contained in this book or web site(s) it references.

Published by Pegasus Media World
PO Box 7816 Beverly Hills, CA 90212 PegasusMediaWorld.com
For further information, please visit www.sandler.com or call 1-800-638-5686

Copyright 2012 Sandler Systems, Inc.

All rights reserved.

No part of this book may be reproduced, stored in a retrieval system, or transmitted by any means, electronic, mechanical, photocopying, recording, or otherwise, without written permission from the copyright holder.

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Cover Design: Alice Linesch
Interior Design: Lauraine Gustafson
Cassette tape image taken from rpm vector collection courtesy of John Politowski via www.vecteezy.com.

Sandler, S Sandler Training (with design), Sandler Training, and Sandler Selling System are registered service marks of Sandler Systems, Inc.

LCCN: 2011945251

Ebook ISBN: 978-0-9849516-0-4

Ebook Edition

Dedication

To David H. Sandler, whose profound understanding of human nature and keen devotion to the selling profession enabled him to not only create the most effective selling process, but also to raise the level of professionalism for salespeople throughout the world.

Dave Mattson is the CEO and a partner at Sandler Systems, Inc., an international training and consulting organization headquartered in the United States. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe. Clients often describe his creative enthusiasm, problem solving and curriculum design as particular strengths that he uses to increase their companies productivity and efficiency.

An early lesson for Dave in the sales process was the law of cause and effect: If one works hard, then he will be rewarded. If one prospects, then his funnel will be full. If one has goals, then he will be farther ahead than if he had none.

In 1986, Dave met the founder of Sandler Training, David H. Sandler, and fell in love with his training material. In 1988, he went to work for Mr. Sandler, and was eventually chosen to lead the company.

Bruce Seidman is the President and a partner at Sandler Systems, Inc. Bruce has been with Sandler Systems since 1983. He carries on the legacy his father, David Sandler, began in 1967. Bruce works closely with Sandler trainers to help them grow and continually stretch and improve, using technology to share best practices across the entire global team. Sandler Trainings core strength lies in the growth and development of its 500-plus trainers, who live the Sandler Rules and Sandler Insights each day.