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CITATION

Sandler, David and Mattson, David. You Can't Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training's 7-Step System for Successful Selling. New York: McGraw-Hill Education, 2015.

You Can't Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training's 7-Step System for Successful Selling

Authors: David Sandler and David Mattson

Published:  March 2015 Pages: 256

eISBN: 9780071847834 | ISBN: 9780071847827
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  • Cover
  • Title Page
  • Copyright Page
  • Contents
  • Foreword
  • 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 That Will 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 Potent Sales 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 Prospect Close 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 the Enterprise Selling Environment
  • Index