Prospect The Sandler Way

I am going to share the EXACT moment in this book in which I said "John Rosso ROCKS." I am a self-employed Web Designer. I am a "sole proprietor." That means business comes in one way...if I go out and get it. I AM my "sales force." I've read Zig Ziglar. I've read Brian Tracy. I've read Jeffrey Gitomer. There are a few other authors I've found to be equally helpful, INCLUDING two other books by Sandler authors: "Sandler Success Principles" by David Mattson and Bruce Seidman, and "The Sandler Rules" by David Sandler and David Mattson. THIS book offered a moment of clarity and "you are not alone" honesty that made my jaw drop. In recent years, I have seen a SHARP rise in the "answered prayer" dodge when it comes to prospects. It goes like this...you walk into a business and strike up a conversation and tell them at the appropriate moment (that moment being when the store is empty and they are not serving customers) "I am a Web Designer" and they respond with a BIG smile and "WHO would have believed it? It's a MIRACLE! I was just saying that I needed a Website and what HAPPENED...YOU walked in! Could my luck BE any BETTER?" Then, a week later, they won't take your calls. As Russo writes, "And then we make that last call to follow up, and all of the sudden we find that our prospect has entered the Witness Protection Program. We get stuck in this Buyer-Seller Dance. And guess what? The buyer is leading the dance." He discusses this at length, and I am not going to ruin the book for you, but suffice it to say that when you are out there selling and you take specific forms of rejection PERSONALLY and then find out they are UNIVERSAL, it empowers you to get out there and sell. As David Mattson wrote in The Sandler Rules, "You don't have to LIKE prospecting...you just have to DO it." Russo tells you that he is not going to give you scripts, he's not going to ask you to memorize anything. Instead, he gives you SCENARIOS, and you READ the scenario, and you internalize the "vibe" of the scenario, and use that as the foundation to start having natural, free-flowing conversations with prospects. You see, FAR to many salespeople get discouraged and fail because they think they are going to "close the sale" on an initial cold call, either on the phone or by walk-in. It doesn't happen that way. What you are doing on initial contact is seeking permission to have the conversation that COULD lead to a sale. YOU ARE SEEKING PERMISSION TO HAVE A CONVERSATION. That's IT. You are finding out if THEY would be a good client for you, and if YOU would be a good vendor for them. If you both have a little spark, some chemistry, you have the conversation. If the conversation goes well, you might "close the sale." What Rosso is doing is empowering you to turn as many "first contact" situations into appointments for the actual sales conversation. We waste too much time with prospects who have no interest in what we're selling. The days of some clown in a leisure suit pressuring someone into buying something they don't want are long gone. Sell for a living? Then BUY THIS BOOK.

I was skeptical when I began reading the book. I have paid for used Sandler training for number of years now, and I can clearly identify that it was the factor that led to my rise out of mediocrity to outstanding success. Given that the phoning landscape has changed and sales over the last five years, I am actively on the lookout for new strategies and techniques that self-respecting sales people can use to continue running their businesses.I was skeptical in the beginning of the book, as it appeared to be just a commercial for hiring the trainer himself. However, once he got into the meat of the phoning prospect call, I saw with renewed eyes the best of David Sandler training, combined with how they can be used in the modern phoning landscape. Particularly helpful are the integrations of things like social media, and how to use voice mail to your advantage.I'm excited to put the strategies to work!

I think this book needs a rewrite. I've read both "Asking Questions the Sandler Way" and "Sandler Success Principles " and found them both to be excellent; well written, clear, humorous and easy to implement. I find this book confusing, choppy, and the author repeats himself constantly- as though he started a thought somewhere and is trying to finish it up somewhere else in the book. Makes reading this book a frustrating experience.

Fantastic book on prospecting using the Sandler system. Utilizing this system, author John Rosso teaches you how to establish rapport quickly, even with people you just met via telephone, and explains how rapport isn't a one time event. The second factor in good prospecting is the up-front contract and he takes the position that, again, rather than it being an "event," it's much more of a continual process -- a fuel tank that needs to be consistently refilled. What I really liked was Rosso's idea that no one should use a verbatim script but rather a template for these cold calls, a template that is flexible and personalized.If you need a viable prospecting system, this one may fit the bill. Few things work for every person in every instance and circumstance, but this prospecting system with it's personalization and 30 day step by step processes comes really close.

Excellent reference book and roadmap for executing the Sandler method. Easy to follow 30 day program that walks you through the method

Great 30-day programming to reduce anxiety and increase motivation for prospecting. Lots of great ideas. A wonderful way to focus on specific Sandler prospecting methods if you have participated in Sandler training. No substitute for the transformative experience of Sandler Training in ongoing sessions with a local Sandler trainer.

I've learned a lot reading this one. For such a short book, there is a lot of actionable advice and excellent templates to develop your own plan. Starts out a bit slow, but he needs to set the stage for what's to come later in the book.

Excellent treatise of sales the Sandler Way, which really works fo everyone involved. Just long enough to adequately cover all the necessary details.

Picking up the telephone and calling someone who could/should be interested in what you sell forces you to confront the possibility that person may not be receptive at this time.This book will help you to do it without crushing your soul.Let me back up. The book is one of a few recent books about the Sandler Sales system and when I review these books, I normally say it's helpful to read the overview book first, "You Can't Teach A Kid To Ride A Bike At A Seminar". Why? Because the Sandler system is different from what you may have been taught previously and it may take some time to get used to the ideas.That's not the case here. The author does a good job of summarising the steps in the Sandler Submarine before adapting it to create the mini-sub needed for prospecting on the phone.There's a lot to like in this book. It's very easy to read and you can feel how powerful the proposed method will be, provided it is used properly. Salespeople may not receive many sales call so might not appreciate how different this approach is, rather than the two common openings (to launch straight into a pitch or to ask an inane personal question like "how are you?" or "Are you feeling good today?").It's also presented as a workbook. It's suggested you should read a chapter each day, tackle any exercises and internalise the contents before moving on to the next. While this makes sense, I prefer reading it all the way through to get an overview and then start back at chapter 1 and do the work. Do what suits your learning style.The "lazy" approach to marketing and sales these days is to let the prospective customers approach you when they are ready to investigate solutions to their problem. That's fine if you get more than enough high quality leads. Do you? Or do you need to be more proactive?This book is highly recommended for anyone prepared to pick up the phone and talk to tatrgeted prospects.Paul Simister, a business coach who helps business owners who are stuck with disappointing marketing, to get unstuck.

Very good

Really enjoyed this book. Provided a great overview and was an excellent aide memoire. Recommend to all sales professionals. Well done!

Following Sandler's advice can only bring you success.