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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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Becoming a good professional salesperson requires the same type of training that other good professionals endure. Athletes, physicians, college professors, firefighters—you name the profession, and the people at the top pay a price every day to stay there. The price they pay is their conditioning. That’s not the same as the system they follow to succeed in their profession, but conditioning is an important part of the total success equation. Conditioning is the “hardware” as opposed to the “software.” Conditioning is a way of life. It’s a set of rules, sometimes philosophical, but always practical. Follow the rules and you’ll always be conditioned to make the best use of the system.

Through the years, Sandler Training has charted the success ...

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