Contrary to popular sales training, you don't have to make presentations to everyone who will listen. You don't have to be subservient, forfeit your self-respect, or fake enthusiasm about your product or service. In fact, you don't have to be enthusiastic at all. And, you never have to lie! Prospects never control anyone who has mastered David Sandler's revolutionary 7-step program for top sales. In You Can't Teach a Kid to Ride a Bike at a Seminar, you learn to master each of the fundamental principals of the Sandler Selling System® - and how and when to use them.
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Book Description
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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Customer Reviews
Most Helpful Customer Reviews
24 of 27 people found the following review helpful
By mb
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.
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.
13 of 14 people found the following review helpful
By Gary Boye
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.
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.
19 of 22 people found the following review helpful
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.
Most Recent Customer Reviews
5.0 out of 5 stars
A contrarian viewpoint brilliantly presented
Anyone who's worked in sales knows the futility of "push" selling and the difficulty of making sales with manipulative techniques.
Mr. Read more
Mr. Read more
Published 27 days ago by Clarke Echols
5.0 out of 5 stars
Definitely a top 10 book on selling
My only regret is that I didn't hear about this book and Sandler's other book, The Sandler Rules, years ago. Read more
Published 5 months ago by Frank from Atlanta
5.0 out of 5 stars
A MUST read
If you want to consider yourself a sales professional, then you MUST have this book in your personal library. Read more
Published 5 months ago by Jerry Robkoff
5.0 out of 5 stars
A must read for any 'REAL" sales person.
All I can say is "wow" concerning this book. I have never seen sales approached like this. A lot of it I did in my sales career not knowing what I was actually doing, I just knew... Read more
Published 7 months ago by Closer P
5.0 out of 5 stars
David Sandler was a sales visionary!
There is no question that this is a must read for anyone in sales or sales management. Heck, even if you are just an entrepreneur who has to sell himself... Read more
Published 12 months ago by Mike D. Montague
5.0 out of 5 stars
It's all good!
I have been buying books through your service for several years. They always arrive in better condition than I expect. They are always packaged well. Read more
Published 14 months ago by Bob
5.0 out of 5 stars
With 25+ Years Sales Experience, Is This Worth Reading?
There are pros and cons to the philosophy of this book. I have read it 3-4 times in the last 10 years and it is always worthwhile. Read more
Published 15 months ago by William Ward
5.0 out of 5 stars
You Can't Teach a Kid To Ride a Bike at a Seminar
Goes beyond D. Forbes Ley's "The Best Seller, with a bold and strategic manner of engaging relationship to provide result. Read more
Published on January 24, 2011 by Garwin Redman
5.0 out of 5 stars
Excellent book, excellent system
I read this book over the course of a weekend and it is continuing to change my life as the owner of a small marketing company. Read more
Published on September 17, 2010 by Stu Heinecke
4.0 out of 5 stars
A Sales "Standard" with hidden Leadership Implications
If you are going to sell something, and everyone does from time to time, this is a worthy read. It takes the art of selling from a "get the prospect to buy something" to "let the... Read more
Published on September 9, 2010 by Don Harkey
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