March 2015
Intermediate to advanced
288 pages
6h 21m
English
book
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 Sandler, David Mattson
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INDEX
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.
A/B (Attitude/Behavior) Journal, 71–74
Acceptance, 54
Account planning, 263–264
Active listening, 167–168
Advancement, 267–268
Adversity, 247
Affordability of product, 190–191
Agendas, setting, 148–149
Aggressive selling, 119–121
Anger, 54
Answering questions, 110–111, 113, 216
Approval, seeking, 45
Asking questions:
in Bonding and Rapport step, 138–139
in Dummy Curve technique, 98–100
in Pain step, 168–171
in Rehearsal technique, 205
in sales discussions, 102, 105
(See also Reversing technique[s])
Attitude: ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.