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Sandler Selling System
A Definitive resource
Here’s a mystery. We have a common language and a common process for every single department in the organization, except Sales. Everyone in Accounting talks the same language. In Marketing, there’s a very analytical process by which team members agree to measure the results. In Operations, or Engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process. Yet Sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole … and managers tend to let them! Why?
The Sandler library of books includes two Amazon and Wall Street Journal best-sellers, as well as the best-selling sales classic for any sales book ever.