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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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One of the things I hated most about traditional selling was the pressure it created in my life. Invariably I would make a presentation only to wonder: “Will I get a yes or a no?” If the prospect wanted to “think it over,” how long would it take to get a decision? And would the decision be favorable or not? If the decision wasn’t favorable, had I done something wrong during the sales discussion? And if I didn’t get a yes, would I be able to meet my monthly expenses without that much-needed commission? All this added up to pressure, lots of pressure.

        Unfortunately, most salespeople externalize the pressure related to decision making by getting angry at the prospect.

Perhaps you know exactly what I mean. You’ve probably given up a few ...

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