You Can't Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training's 7-Step System for Successful Selling

by David Sandler, David H. Mattson

Overview

The bestselling sales classic! Revised and expanded to help you supercharge personal and team performance in today's ultra-competitive sales environment

"People make buying decisions emotionally and justify them logically."

That shrewd, timeless insight from the first edition of this bestselling book has become a “no-brainer” among sales professionals. Now You Can't Teach a Kid to Ride a Bike at a Seminar comes with new insights, information, and tools every sales leader can use. It combines Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling with up-to-date best practices from experienced trainers of Sandler, now run by David Mattson.

Product Details

ISBN-13:	9780071847834
Publisher:	McGraw Hill LLC
Publication date:	03/20/2015
Sold by:	Barnes & Noble
Format:	eBook
Pages:	256
Sales rank:	585,279
File size:	2 MB

About the Author

David H. Sandler was the founder of Sandler Training, which has 240 franchise training companies around the world. The company trains 20,000 people annually and has 200 offices around the world.
David Mattson is the CEO and a partner at Sandler Training, an international training and consulting organization headquartered in the United States.

Table of Contents

Foreword by David H. Mattson, CEO,Sandler Training
Acknowledgments

CHAPTER 1 Five Steps to Help You Master the Selling Dance
CHAPTER 2 What I Did After the Cookie Crumbled
CHAPTER 3 The Evolution of a Training Program That Will Teach You to Succeed in Sales
CHAPTER 4 Conditioning Yourself for Success in Sales
CHAPTER 5 Break the Rules and Close More Sales
CHAPTER 6 What You Know Can Hurt You, So Dummy Up!
CHAPTER 7 Can Asking Questions Be the Answer?
CHAPTER 8 Negative Reverse Selling: The Most Potent Sales Technique of All
CHAPTER 9 “Good Morning, Sir, Is That Your Sailfish?”
CHAPTER 10 Don’t Do Anything Unless You Know Why You’re Doing It!
CHAPTER 11 Stop Selling Features and Benefits
CHAPTER 12 Rude to Discuss Money? I Don’t Think So!
CHAPTER 13 Qualify Your Prospect’s Decision- Making Ability
CHAPTER 14 Fulfill the Contract and Let the Prospect Close the Sale
CHAPTER 15 Don’t Let Buyer’s Remorse Sink Your Sale
CHAPTER 16 Getting the Angle on Success

APPENDIX A Case Studies
APPENDIX B Applying the Sandler Principles to the Enterprise Selling Environment
Index