1Introduction To 52 Sandler Rules2:21
2Sandler Rule #1: Sales is a conversation between adults to uncover the truth.2:50
3Sandler Rule #2: If Your Competition Does It, Stop Doing It Right Away2:09
4Sandler Rule #3: Slow Down The Process to Speed Up The Sale1:36
5Sandler Rule #4: People Don’t Argue With Their Own Data2:21
6Sandler Rule #5: Establish And Maintain Equal Business Stature4:03
7Sandler Rule #6: Your Time Is Worth No More or Less Than Your Buyer’s2:32
8Sandler Rule #7: No Consulting1:51
9Sandler Rule #8: Sell Like You Don’t Need The Business2:30
10Sandler Rule #9: Save Something For The Presentation1:44
11Sandler Rule #10: You Can Only Perform Consistently With How You See Yourself Conceptually2:46
12Sandler Rule #11: A Life Without Risk Is A Life Without Growth1:44
13Sandler Rule #12: You Have To Learn to Fail to Win1:48
14Sandler Rule #13: No One Gets into Your Head Without Your Permission2:07
15Sandler Rule #14: You Don't Have to Like Prospecting; You Just Have to Do It1:30
16Sandler Rule #15: Every Unsuccessful Conversation Earns Compound Interest2:06
17Sandler Rule #16: The Ethical Selling Model2:19
18Sandler Rule #17: Salespeople Get Paid To Work in Adverse Conditions3:24
19Sandler Rule #18: Do The Behaviors, And The Results Will Follow1:46
20Sandler Rule #19: The Strength Of Your Conviction Is Proportional To The Size Of Your Pipeline1:49
21Sandler Rule #20: Time Kills All Deals1:43
22Sandler Rule #21: SW^4 - Some will. Some won't. So what? Someone's waiting.2:03
23Sandler Rule #22: When Your Foot Hurts, You’re Probably Standing On Your Own Toe2:05
24Sandler Rule #23: You Can’t NOT Communicate1:51
25Sandler Rule #24: Leverage Technology To Engage, Not To Hide2:13
26Sandler Rule #25: The Art of Listening and Putting Customers First in Sales2:28
27Sandler Rule #26: No mutual mystification2:52
28Sandler Rule #27: When you want to know the future, bring it back to the present2:29
29Sandler Rule #28: Never Make a Move Without a Commitment1:29
30Sandler Rule #29: When Prospecting Go For The Appointment2:29
31Sandler Rule #30: You Can’t Lose Anything, You Don’t Have1:53
32Sandler Rule #31: You Can’t Sell Anyone Anything, They Must Discover They Want It2:19
33Sandler Rule #32: The Problem The Buyer Brings You Is Never The Real Problem2:37
34Sandler Rule #33 No Pain, No Sales2:46
35Sandler Rule #34 Stop selling features and benefits1:58
36Sandler Rule #35 Listen More, Talk Less: Information Gathering is Key1:55
37Sandler Rule #36 The Professional does What They did As a Novice—On Purpose2:44
38Sandler Rule #37 Answer Every Question With A Question3:00
39Sandler Rule #38 Don’t Get Stuck In Reverse2:08
40Sandler Rule #39 Never Answer An Unasked Question2:28
41Sandler Rule #40 Express Your Feeling Through Third Party3:07
42Sandler Rule #41 Money isn’t The Only Investment2:35
43Sandler Rule #42 Exhaust Your List of Concessions Before You Discount The Price4:23
44Sandler Rule #43 Only Decision-Makers can Get Others To Make Decisions2:20
45Sandler Rule #44: People Pay Attention When They Have to Make a Decision3:05
46Sandler Rule #45: Qualify Hard, Close Easy2:53
47Sandler Rule #46: The Best Sales Presentation You Will Ever Give, The Prospect Will Never See2:02
48Sandler Rule #47: Don’t Paint Seagulls in Your Buyer’s Picture2:38
49Sandler Rule #48: Sell today, educate tomorrow2:27
50Sandler Rule #49: A decision not to make a decision is a decision3:32
51Sandler Rule #50: Don’t buy back tomorrow what you sold today3:29
52Sandler Rule #51: The best time to deal with a customer complaint is before they make one3:23
53Sandler Rule #52: Money does grow on trees—referral trees3:46
