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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 Mattson, David Sandler

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Why is it that most people, sales professionals included, agonize about the subject of money? It’s probably the most important step in the Sandler Submarine, and most salespeople will run from it. Why?

Because that’s how we were taught. This time, it’s not the traditional sales trainers who are to blame but the norms of our society, which were handed down to us through the generations. Think about it for a moment. During your childhood, if you were encouraged to talk about money, you were one of the few. Parents admonished their children not to talk about money: “It’s rude to ask, ‘How much money do you earn?’ It’s rude to ask anything at all about money!” And so we’ve been trained to dance around the issue of dollars and cents.

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