Sandler Books

Brand New! Five Minutes with VITO

VITO is the Very Important Top Officer, the person with the ultimate veto power. VITO's control every decision that's made in every enterprise in your sales territory. If you want to sell and live large, you must get to VITO...and launch the proven Sandler Selling System® that will turn your VITO into one of your valued customers forever.

Sandler Training^SM and VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programmes, 5,000 pages of training materials, and direct experience in training over 15,000,000 salespeople...and distilled it all into one concise powerful selling resource. Five Minutes with VITO is the new definitive guide for salespeople who want to start where they belong...at the top!

Close the Deal

This book is a comprehensive list of successful strategies to close a deal. Chock full of advice and practical checklists, Close the Deal applies to every aspect of the sale - from making appointments and a positive first impression to understanding a buyer’s reservations and fears to delivering the best customer service and maintaining your professional relationships.

A Five-Star Reader's Review from Amazon.com:
"A great book of useful sales tips. This is a great reference book for quick sales solutions…These non-traditional sales strategies really hit the mark.”

You Can’t Teach a Kid To Ride a Bike at a Seminar

Traditional selling techniques - frequently taught at seminars and on late-night satelitte television - are the norm in professional selling, but just about everyone in sales today agrees that these antiquated techniques simply don't work. Every sales prospect has heard the old techniques countless times before, and most know what a salesperson is going to say even before the presentation begins! That's why prospects can so easily control a sales call - and destroy the salesperson's self-esteem in the process.

Prospects never controlled David Sandler or anyone who masters his groundbreaking selling techniques. In "You Can't Teach a Kid to Ride a Bike at a Seminar," you learn to master the seven key sales principles of the Sandler Selling System - and how and when to use them. You don't have to be subservient, forfeit your self-esteem, or fake enthusiasm about your product or service. And you never have to lie!

In This Section

"The changes in my sales approach and success have been unparalleled. I have shortened my selling cycle and improved the quality of the sales interviews. Instead of haggling over price, my prospect meetings have an almost therapeutic quality to them. The 'up-front contract' and 'pain funnel' questions are the two techniques responsible for this dramatic change. In less than 60 days, I have seen a major change in the way in which we conduct sales.... This has resulted in a 40 percent increase in December 1999 year-on-year sales."

Don Osborne President, The inQuartra Companies