Product Description

Traditional selling techniques - frequently taught at seminars and on late-night cable television - are the norm in professional selling, but just about everyone in sales today agrees that these antiquated techniques simply don't work. Every sales prospect has heard the old techniques countless times before, and most know what a salesperson is going to say even before the presentation begins! That's why prospects can so easily control a sales call - and destroy the salesperson's self-esteem in the process. Prospects never controlled David Sandler or anyone who masters his groundbreaking selling techniques. In 'You Can't Teach a Kid to Ride a Bike at a Seminar,' you learn to master the seven key sales principles of the Sandler Selling System - and how and when to use them. You don't have to be subservient, forfeit your self-esteem, or fake enthusiasm about your product or service. And you never have to lie! In this remarkable guide in hand you wil learn: * How to conquer the 'selling dance' that always occurs betwen salesperson and prospect * How to condition yourself for a sucessful career in sales, regardless of what you sell * Why the prospect can mislead you and what you can do about it * Why seminars are a quick fix that's good for only a day or two, and how ongoing reinforcement training is the key to success And much more!

Product Details

• Amazon Sales Rank: #200747 in Books
• Published on: 2006-09-01
• Original language: English
• Binding: Hardcover
• 226 pages

Review
Sandler's new book engagingly captures his nururing energy as a great student of human behaviour, all of which results in a fabulous system of what drives people to buy products. The step by step approach results in a usable, practical guide to raise everyone's level of professional selling. --Dr. Ralph A. Sair, Founder, Sairco, Inc.

David Sandler's sales principles are the best. This book, packed with powerful, revolutionary ideas, will take its place on bookshelves everywhere alongside classics in the field such as 'Think and Grow Rich!' 'The Greatest Salesman in the World,' and 'How to Win Friends and Influence People.' --Richard S. Newcombe, President and CEO, Creators Syndicate

David Sandler's book is excellent and long overdue, for both sales people and sevice/support people. Our payoff for universally integrating the Sandler System into our culture over the last twelve months has been tremendous. Affinitec has seen a 260 percent increase in individual sales rep performance! We have adopted the communication skills Sandler teaches in our support organization, also with great success. --R. Scott Davis, President, Affinitec Corporation

From the Publisher
The best business book on selling and becoming a success
We have never published a sales book that has overwhelmed readers as much as David Sandler's "YOU CAN'T TEACH A KID TO RIDE A BICYCLE AT A SEMINAR" If you sell or run a business, this is a 'must have' for your business library

From the Author
How I Wrote This Book With David Sandler
The late David Sandler was not only one of the most remarkably funny guys, he was also a brilliant salesman. Imagine, then, trying to sell HIM!

That's the position I was in many years ago when he called and asked me to visit with him and his staff and make a presentation to sell my public relations services. (At that time, I owned one of the leading PR agencies in the franchise community). I was nervous when I met Sandler, the ultimate salesman, and tentative at best while making my presentation. To his credit, he was very kind. Moreso, he hired my agency and we worked with him for several years.

On one occasion Sandler said that he'd like to write a book. He knew that I had written books for other franchise executives, including Don Dwyer (Target Success) and John Kinch (Franchising: The Inside Story). Sandler asked me to write You Can't Teach A Kid To Ride A Bike At A Seminar with him.

I was eager to accept the challenge -- and what a challenge it was. Sandler wasn't a "details" type of guy. Getting him to sit still for an interview was a challenge all of its own, although I managed to do so twice. However, what he preferred to do was send me boxes of material and let me sort through them to find the content of the book. And that's pretty much how it worked. I read reams of materials. I then sorted the materials and started writing. As I finished a chapter I'd send it to Sandler, he'd make some changes and send it back to me. Occasionally we'd clarify a point or two by telephone. And that's how the book was completed.

Originally Sandler intended to self-publish the book. But when I finished the last chapter I told him that the book could easily land a commercial publishing conract. As it turned out, the book attracted three different offers and Dutton won out.

Unfortunately, before the book was published, David died. However, he lives through the book, and I'm sure he would have appreciated that. He touched the lives of thousands of sales people while he was alive, and now the book continues to do so as well.

Customer Reviews

Refreshing approach to a high stress job... No Pepcid neeed
I have been in sales for over 26 years and attended more workshops then I really want to admit. This book, has given me very tasty food for thought to digest and it has covered many many facets of the selling game in a very very non-threating way.. Thank you very much for a well written and easy to understand book.. To use a already coined phrase, I give you "Mega Dittos" for being part of the sum total that helped me achieve a six figure income.... :-)

A Must Read if you're in Sales!! Sandler hits the mark!
I've been in software sales for 10 years & took Sandler training 4 years ago. My sales rocketed 100%!. When I saw the book I had to have it, it's all the Sandler training in a nutshell. No book of closes, no old school hard sell. This book will truley teach you to basically steer the boat through Sandlers sales technique and let the prospect do the work and sell themselves. Order it now, I guarantee you won't be able to put it down!.

Outstanding approach to sales for any product or service.
The Sandler Sales approach makes sense. I had listened to some Sandler tapes prior to reading the book, but the book helped reiinforce the Sandler system. The greatest benefit to me was learning how to find the pain, establish a contract, than focus on relieving the client's pain. In the past I would often try to sell myself by spewing off lots of irrelevant information. Now I am much more confident about determining up front whether I can help them, and whether they are in a position to avail themself of my services. I address the pain, and only the pain. If I am not sure there is pain, I ask. I could have saved myself thousands of dollars that I spent on other books, and made tens of thousands more had I read this book and applied its principles when I first started my practice.