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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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As you move through the compartments of the Sandler Submarine, you will establish a binding and mutually acceptable contract with your prospect, even though the prospect may not realize it. The exciting point is that the prospect always appears to be in control of the sales process, and therefore he or she doesn’t hesitate to close the sale if the contract has been clearly defined.

Every contract must contain the following steps: Pain, Budget, and Decision. Once these three compartments of the submarine have been sealed off, all that remains is the presentation, or “Fulfillment” of the contract. And then, it’s off to the bank!

Fulfillment is the sharp edge of communication. It’s direct and immediate, and oftentimes, there’s no second chance. ...

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