Book description
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.
Table of contents
- Cover
- Title Page
- Copyright Page
- 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
Product information
- Title: You Can’t Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training’s 7-Step System for Successful Selling
- Author(s):
- Release date: March 2015
- Publisher(s): McGraw-Hill
- ISBN: 9780071847834
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