You Can't Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute's 7-Step System for Successful Selling

by David H. Sandler, John Hayes, David H. Mattson

Book Overview

The 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... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0525941959
• ISBN13: 9780525941958
• Release Date: September 1996
• Publisher: Dutton Books
• Length: 226 Pages
• Weight: 1.32 lbs.
• Dimensions: 0.9" x 6.3" x 9.3"

Customer Reviews

Sandler was a sales genius!

Here's the thing--I have been in high-end straight commission selling for a long time. I have seen sales people come and go in my industry. Those sales people who survive end up figuring out and using the Sandler strategies intuitively, even if they never heard of Sandler. These salespeople figure out that they better find out pretty quick if they've got a viable prospect or not, instead of being a walking brochure and giving presentations and dog and pony shows to anybody who will listen. Sandler was a genius sales trainer because he told it the way it is for the day-to-day salesperson. Case in point--before I ever heard of Sandler, I had already made enought sales to realize that the best prosepct was a prospect with "pain." My first sales manager years ago used to ask me, "Where's the pain" when I told him I had a hot prospect. "Find the pain, find the pain," he used to say. I often wondered why the traditional sales/motivational gurus(you know, the giants at NightingaleConant company) never talked about "pain." Oh, sure. They talked about a prospects "need". But they never took it further than that.These gurus never talked about getting the prospects nitty-gritty "pain". (Alot of sales gurus tout "Spin Selling." Like that is some new revelation in selling. Give me a break.Salespeople in my industry call "Spin Selling"--"Sandler lite" because that's what it is. "Spin selling" is taking Sandler and making it agreeable to the mass of sales people out there.) Anyway, I think I've said enough. Except that learning the Sandler Selling System will change your sales life. You'll be happier, have more self-esteem, have more control of the sales call, and most importantly, you'll go to the bank more often!!

Sandler probably won't work in your profession...

I've invested about $25k in the Sandler System in the last two years... As a result I am a 26 year old Millionaire- With that being said, You ABSOLUTELY CANNOT learn the system from this book- It's like taking a wiz in the Ocean, expecting to offset the sea-level, which will affect a butterfly in Central Park, causing a Tsunami on some remote tropical island chain- you get the point. The Sandler Sales System is meant to be a lifetime commitment; There aren't many Pro's willing to make that kind of commitment to themselves, and their families- This System will not work for you if you aren't: sick of not having money,you aren't sick of being walked all over by client's and prospects, and aren't sick of wondering how the heck you're going to pay the gas bill next month- This probably isn't you, and your business is better than ever, and you just simply cannot handle any more success. Nonetheless, David Sandler left us too early; He was an incredible genious, and phenomenal man. I have built the ultimate practice based on Sandler's Trust-Model; Many of my clients are now my and my wife's best friends - Many Sales-People don't want to take the chances that Sandler is suggesting; but when you do, people will appreciate your honesty and candor- and if they don't, then you just saved yourself alot of time (and money) that otherwise would have been wasted with that person. Sandler teaches the importance of Family and Spirituality; the importance of a positive self-concept; the beauty of living a straight life, in an unstraight world, and operating straight in the unstraight world of sales. Enough Said.

The book is a nutshell account of a peerless system.

Ever heard of unpaid consulting? If you like living in a fools paradise about prospect honesty, then do not use this system. You're all set. Otherwise, read on. Indeed a prospect can be incredibly honest, like salespeople. Just know the world you live in, and facilitate an honest transaction using this system. Innocent as a dove, wise as a serpent. Use technique, don't mislead. Play rough at times, not dirty. Uncover needs the prospect can't see or won't admit to, but don't sell a bill of goods. Interrupt the prospect's idea of a sales pattern. Talk to the point of what good you do before talking about what you do good. And only talk 30% of the time. 2 ears, 1 mouth. And really, technique is academic. In addition to technique, this system addresses Attitudes and Behaviors, and introduces powerful psychology. This isn't a week camp with an emotional high. This is a sales martial arts program that involves ongoing training to develop (if you go get a trainer that is). Through this type of training, along with daily goal setting and journaling, the ability to persevere and succeed is there with support. How you act determines how you feel, not the other way around. Get your behavior right, drive attitude, and let the technique develop over time. The book is definitely just a nutshell. You won't develop as well without the coaching. However, the essence of the system is there. If you are a proper fit for sales AND want it badly, then don't [...] foot around. Jerk your own reigns and decide what you really want to be as a salesperson 2 years from now--which includes thinking about health, personal, family and spiritual goals. Financial goals are just a part of it, and a means to an ends.

My Favorite Salesbook

I have dozens (hundreds?) of sales books, and this may be the ONLY one I've actually finished reading, other than Mandino's "The Greatest Salesman in the World". Read the book. Unless, of course, you're an insurance agent in the Detroit area. Then do NOT read it. I don't need any more competition. ;-)

An absolutely different strategy that actually works

This system is absolutely revolutionary. It is different at a foundational level from any other sales method that I have ever heard about...and it works consistently. I bought this book and read it after listening to tapes and joining President's Club. It clearly outlines the Sandler selling system and gives a written record of what the tapes teach. I have been involved with Sandler for 15 months and my income has more than doubled over last year (or any other year for that matter) I enjoy sales and am not providing free consulting services that I once used to provide. I also have no trouble with potential clients shopping my information with the competition...I close sales for more money that my competition and I know what the rules of the game are before I give a lot of free demonstrations and information. If what I have will not do the job that the client needs to do, I close the file. I am not chasing prospects that want to think it over. If they have a legitimate problem, the money to solve the problem, and the ability to make a decision to solve the problem, then we move ahead. If any one of these three components is missing...we close the discussion. I don't burn bridges...maybe they will call in the future, but I stop spending time on things that will not provide any return. I know where I stand during the sales cycle.