The Sandler Rules Quotes

“David Sandler recognized that salespeople had to engage all three aspects of the prospect’s makeup – the Parent, the Adult, and the Child – when developing a selling opportunity. The Child must want what you have to sell. The Adult must conclude that logically, it is appropriate to obtain it. And the Parent must give the Child permission to have it.”
― David Sandler, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them

“Selling is a Broadway Play Performed by a Psychiatrist”
― David Sandler, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them

“Selling is what takes place when you lead the prospect through a step by step process, each step of which may lead to the prospect’s disqualification and removal from the process. If you do not disqualify the prospect opportunity, the sale moves forward, and eventually culminates in the prospect making a buying decision.”
― David Sandler, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them