Description
Book SynopsisThe timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy
"People make buying decisions emotionally and justify them logically."
That shrewd insight from the first edition of this bestselling book has become a no-brainer among sales professionals. Now, the new edition of classic work that has helped millions of sales professionals take their career to new levels offers critical new insights, information, and tools for success in todayâs economy.
You Canât Teach a Kid to Ride a Bike at a Seminar, Second Edition retains David Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling. And now Sandler Trainingâs CEO, David Mattson, has revisited it to provide additional skills designed for todayâs highly competitive and more complex sales landscape. With this powerful guide, youâll learn how to:
- Take
Table of Contents
Foreword by David H. Mattson, CEO,Sandler Training
Acknowledgments
CHAPTER 1 Five Steps to Help You Master the Selling Dance
CHAPTER 2 What I Did After the Cookie Crumbled
CHAPTER 3 The Evolution of a Training Program ThatWill Teach You to Succeed in Sales
CHAPTER 4 Conditioning Yourself for Success in Sales
CHAPTER 5 Break the Rules and Close More Sales
CHAPTER 6 What You Know Can Hurt You, So Dummy Up!
CHAPTER 7 Can Asking Questions Be the Answer?
CHAPTER 8 Negative Reverse Selling: The Most PotentSales Technique of All
CHAPTER 9 “Good Morning, Sir, Is That Your Sailfish?”
CHAPTER 10 Don’t Do Anything Unless You Know Why You’re Doing It!
CHAPTER 11 Stop Selling Features and Benefits
CHAPTER 12 Rude to Discuss Money? I Don’t Think So!
CHAPTER 13 Qualify Your Prospect’s Decision- Making Ability
CHAPTER 14 Fulfill the Contract and Let the ProspectClose the Sale
CHAPTER 15 Don’t Let Buyer’s Remorse Sink Your Sale
CHAPTER 16 Getting the Angle on Success
APPENDIX A Case Studies
APPENDIX B Applying the Sandler Principles to theEnterprise Selling Environment
Index
