You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling, Second Edition
- 4h 15m
- David H. Sandler
- McGraw-Hill
- 2015
That shrewd insight from the first edition of this bestselling book has become a no-brainer among sales professionals. Now, the new edition of classic work that has helped millions of sales professionals take their career to new levels offers critical new insights, information, and tools for success in today’s economy.
You Can’t Teach a Kid to Ride a Bike at a Seminar, Second Edition retains David Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling. And now Sandler Training’s CEO, David Mattson, has revisited it to provide additional skills designed for today’s highly competitive and more complex sales landscape. With this powerful guide, you’ll learn how to:
- Take the lead in the "buyer/seller dance"
- Get the prospect to do most of the talking
- Have a process for answering questions from prospects
- Know when a prospect is shopping you . . . and what to do about it
- Move the relationship forward without becoming an unpaid consultant
- Master the seven steps of the "Sandler Submarine"
- Use LinkedIn as a prospecting and qualifying tool
- Establish an “up-front contract,” or call roadmap, before your face-to-face meeting
- Use online research to turn "cold calls" into warm calls
- Sales professionals and teams that follow these principles¯and others outlined in the book¯will transform themselves from mediocre performers into selling superstars.
- This new edition of You Can’t Teach a Kid to Ride a Bike at a Seminar is a potent mixture of Sandler’s timeless techniques and best practices from the most effective sales operation today.
About the Authors
David H. Sandler, the founder of Sandler Training, created the breakthrough "stress-free" sales training program that forever changed the landscape of professional selling. He passed away in 1995.
David Mattson is the CEO of SandlerTraining, an international training and consulting organization headquartered in the United States. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe.
In this Book
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You Can’t Teach a Kid to Ride a Bike at a Seminar—Sandler Training’s 7-Step System for Successful Selling, Second Edition
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Foreword
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Five Steps to Help You Master the Selling Dance
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What I Did After the Cookie Crumbled
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The Evolution of a Training Program That Will Teach You to Succeed in Sales
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Conditioning Yourself for Success in Sales
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Break the Rules and Close More Sales
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What You Know Can Hurt You, So Dummy Up!
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Can Asking Questions Be the Answer?
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Negative Reverse Selling: The Most Potent Sales Technique of All
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“Good Morning, Sir, Is That Your Sailfish?”
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Don’t Do Anything Unless You Know Why You’re Doing It!
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Stop Selling Features and Benefits
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Rude to Discuss Money? I Don’t Think So!
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Qualify Your Prospect’s Decision- Making Ability
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Fulfill the Contract and Let the Prospect Close the Sale
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Don’t Let Buyer’s Remorse Sink Your Sale
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Getting the Angle on Success
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Case Studies
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Applying the Sandler Principles to the Enterprise Selling Environment
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