Sandler Success Principles

Four Obsessions of an Extraordinary Executive
Sandler Success Principles

Why you decided to chose this resource.
Someone recommended Sandler Sales Training to me, and then someone else said that their company used their methods for Sales training. I bought the books before I went in for a complimentary workshop.

What did you learn from it?
This book is about getting perspective and self-awareness through insights into thinking, psychology, and acting behaviors and habits that are either helping or hurting ourselves from our success. It is a personal development book first, and a sales book second.

Luck is preparation meeting opportunity.

Key Knowledge : The 11 Insights

  • There is no growth without pain.
  • Keep your belly button covered.
  • No one can enter your castle without your permission. 
  • Avoid reach-back and after-burn
  • There’s a difference between who you “I” and what you “R.” 
  • People make buying decisions emotionally and justify those decisions intellectually.
  • Seventy percent of your selling behavior comes from your Nurturing Parent.
  • Zero percent of your selling behavior comes from your Critical Parent.
  • Thirty percent of your selling behavior comes from your Child.
  • If you are only what you were told you could be, you are less than what you can be. 

The Ultimate Success Principle is a convergence of three things.

  • Behavior – goals and action plans
  • Attitude – outlook, beliefs, and expectations
  • Technique – strategies and tactics

How are you using what you learned?
Over the years, I have taken many personal development classes and have created leadership, entrepreneurship, and personal development classes. The insights related to Sales, I’ve been using internally and with clients already.

Key Changes

  • No more slow nos. Yes or no. Now or never. Time is of the essence.
  • Having a life purpose bigger than myself, with a positive attitude, with specific strategies for getting it done.
  • Disregarding discouraging and negative emotions from people.

How can we as a company or individuals in the company use this?

  • Each person will have a Phoenix plan for themselves. We were already going to do this, but this book can help explain the importance of why.
  • Each person in the company needs to seek a future version of themselves that only they can define in their Phoenix plans.
  • Each team member will be trained on the importance of positive thinking and communication.
  • Each team leader will be trained on the Phoenix plan to set clear visions for each team and team member.


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