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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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At this point in professional selling, nothing ever feels better than the way you feel right now! You found a suspect, turned him into a prospect, expertly led him through the compartments of the Sandler Submarine, and now you’re sitting in front of your new customer with your order in hand. It just doesn’t get any better than this for those of us in the sales profession, does it?

So what happens next?

If you’ve been trained traditionally, you’ve been taught that your next move is to shut up and run. Traditional sales trainers have been teaching for years that once you get the order, you don’t say another word. You could talk your new customer right out of the sale! The deal is done. Don’t chance saying something that will sink the sale. Take ...

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