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You Can't Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute's 7-Step System for Successful Selling Hardcover – 1996

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Editorial Reviews

Review

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

After twenty-five years of feeling the intense pressures of selling, I discovered a system that is truly pressure-free. And it works. That's why I've invested in Sandler training for my entire sales team. --Carlton L. Miller, President, The Office Works, Inc.

This is the best book on selling I have ever read. --Dan Lerner, owner, Y100 Radio

After twenty-five years of feeling the intense pressures of selling, I discovered a system that is truly pressure-free. And it works. That's why I've invested in Sandler training for my entire sales team. --Carlton L. Miller, President, The Office Works, Inc.

This is the best book on selling I have ever read. --Dan Lerner, owner, Y100 Radio

About the Author

In the world of professional selling, David H. Sandler, founder of the Sandler Sales Institute and creator of the Sandler Selling System, was a hunter and a killer. His weapons were honesty and wit, incisive intellect, and a fundamental grasp of human nature. He died in 1995, but his legacy lives on through the more than 200 Sandler Sales Institute franchisees teaching the Sandler Selling System throughout North America.

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Product Details

  • Hardcover: 226 pages
  • Publisher: Pegasus Media World; 4th Edition edition (1996)
  • Language: English
  • ISBN-10: 0967179904
  • ISBN-13: 978-0967179902
  • Product Dimensions: 9.2 x 6.3 x 1.1 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (66 customer reviews)
  • Amazon Best Sellers Rank: #75,106 in Books (See Top 100 in Books)

More About the Author

I always wanted to be a writer, but in my sophomore year of high school in northeastern Ohio I didn't think it would be possible. Sister Mary Donald, my English teacher, encouraged me to write an essay for bonus points (which I needed) and so I wrote The Art of Sitting on a Cold Toilet Seat. Several nights later my mother came home from the PTA meeting and shook me out of bed. "What did you write? Sister said it was trash!" Uh oh. . . . I stopped writing, but only for a while. Right out of high school I got a job with a local newspaper and while studying journalism at Kent State University my articles appeared in newspapers and magazines. Eventually I decided to also write books -- so far more than 20 of them, including James A. Michener: A Biography, which served as my doctoral dissertation at Temple University; Start Small, Finish Big with the co-founder of Subway restaurants; You Can't Teach a Kid to Ride a Bike at a Seminar, with David Sandler; Network Marketing for Dummies with Zig Ziglar; MOONEY: The Life of the World's Master Carver; Lonely Fighter, One Man's Battle with the IRS . . . After I wrote Franchising: The Inside Story, I developed a franchise marketing agency that kept me busy for about 30 years. Michener once told me that a great life would consist of teaching at a university and writing a best seller every three years. So far I've managed to consistently lead one-half of a great life -- I love teaching at Gulf University for Science & Technology in Kuwait. I'm working on the other half of Michener's formula, and thinking that maybe I'll resurrect that cold toilet seat story. It's okay. Sister's been dead for years.


Customer Reviews

Most Helpful Customer Reviews

34 of 38 people found the following review helpful By mb on April 15, 2005
Format: Hardcover
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.
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21 of 25 people found the following review helpful By Gary Boye on January 16, 2005
Format: Hardcover
The Sandler Selling System is an excellent method and philosophy of sales. Great sales minds are not always good authors. This book has a co-author, John P. Hayes (Phd. he likes to let us know) who also contributed to Zig Ziglar's appropriately titled "Network Marketing for Dummies". The latter book was released concurrently with Zig's own network marketing venture going belly-up. I mention this because it's important to always consider the source when we evaluate any information.

The basic premises of Sandler's contribution to sales learning are contrarian, and, I believe, very valid. They break with the tradition of such sales cliches as "always assume the sale." The true professionals in selling know the folly of such thinking. They also know the difficulties involved in taking a high road of truth, fairness, and integrity, when potential customers have no such code.

Like most books on selling, example dialogs between seller and buyer are provided--and that is where the book falls short. The dialog is catchy and attention getting--but weak and counterproductive. It is difficult to believe that the late David Sandler provided those examples. Perhaps that's where the PHD co-author earned his keep. I don't know. I do know that the book is worth reading if you want to examine a very good system with a very open mind.
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30 of 37 people found the following review helpful By William E. Schneider on December 14, 2005
Format: Hardcover
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.
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5 of 5 people found the following review helpful By C. Doyle on December 2, 2006
Format: Hardcover
It's unfortunate that so many reviewers infer that this book outlines a way of manipulating prospects. Sandler begins the book by sharing the mistakes he personaly made in selling. The primary science used to develop most of the techniques is called Transactional Analysis. There are many good books on Amazon that cover TA including "I'm OK, You're OK" and "Born to Win." The primary emphasis in this (easy to read) book is about giving some control back to the beaten down salesperson that is sick and tired of being rejected. TA is certainly not about manipulating people.

Sandler simply shows how traditional selling methodologies can negatively impact the salesperson's psyche. If you have no trouble with rejection and don't mind spinning your wheels with prospects that intentionally misrepresent their intentions to you, then you really don't need this book. Otherwise, I highly recommend it.
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