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You Can't Teach a Kid to Ride a Bike at a Seminar [Hardcover]

David H Sandler
4.4 out of 5 stars  See all reviews (10 customer reviews)

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Book Description

1 Sep 1996
Traditional selling techniques - frequently taught at seminars and on late-night cable television - are the norm in professional selling, but just about everyone in sales today agrees that these antiquated techniques simply don't work. Every sales prospect has heard the old techniques countless times before, and most know what a salesperson is going to say even before the presentation begins! That's why prospects can so easily control a sales call - and destroy the salesperson's self-esteem in the process. Prospects never controlled David Sandler or anyone who masters his groundbreaking selling techniques. In 'You Can't Teach a Kid to Ride a Bike at a Seminar,' you learn to master the seven key sales principles of the Sandler Selling System - and how and when to use them. You don't have to be subservient, forfeit your self-esteem, or fake enthusiasm about your product or service. And you never have to lie! In this remarkable guide in hand you wil learn: * How to conquer the 'selling dance' that always occurs betwen salesperson and prospect * How to condition yourself for a sucessful career in sales, regardless of what you sell * Why the prospect can mislead you and what you can do about it * Why seminars are a quick fix that's good for only a day or two, and how ongoing reinforcement training is the key to success And much more!
--This text refers to an alternate Hardcover edition.


Product details

  • Hardcover: 240 pages
  • Publisher: Penguin (1 Sep 1996)
  • Language: English
  • ISBN-10: 0525941959
  • ISBN-13: 978-0525941958
  • Product Dimensions: 23.7 x 16.1 x 2.4 cm
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (10 customer reviews)
  • Amazon Bestsellers Rank: 614,021 in Books (See Top 100 in Books)

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Review

Sandler's new book engagingly captures his nururing energy as a great student of human behaviour, all of which results in a fabulous system of what drives people to buy products. The step by step approach results in a usable, practical guide to raise everyone's level of professional selling. --Dr. Ralph A. Sair, Founder, Sairco, Inc.<br /><br />David Sandler's sales principles are the best. This book, packed with powerful, revolutionary ideas, will take its place on bookshelves everywhere alongside classics in the field such as 'Think and Grow Rich!' 'The Greatest Salesman in the World,' and 'How to Win Friends and Influence People.' --Richard S. Newcombe, President and CEO, Creators Syndicate<br /><br />David Sandler's book is excellent and long overdue, for both sales people and sevice/support people. Our payoff for universally integrating the Sandler System into our culture over the last twelve months has been tremendous. Affinitec has seen a 260 percent increase in individual sales rep performance! We have adopted the communication skills Sandler teaches in our support organization, also with great success. --R. Scott Davis, President, Affinitec Corporation

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

David Sandler's book is excellent and long overdue, for both sales people and sevice/support people. Our payoff for universally integrating the Sandler System into our culture over the last twelve months has been tremendous. Affinitec has seen a 260 percent increase in individual sales rep performance! We have adopted the communication skills Sandler teaches in our support organization, also with great success. --R. Scott Davis, President, Affinitec Corporation --This text refers to an alternate Hardcover edition.

From the Publisher

The best business book on selling and becoming a success
We have never published a sales book that has overwhelmed readers as much as David Sandler's "YOU CAN'T TEACH A KID TO RIDE A BICYCLE AT A SEMINAR" If you sell or run a business, this is a 'must have' for your business library

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Customer Reviews

4.4 out of 5 stars
4.4 out of 5 stars
Most Helpful Customer Reviews
7 of 7 people found the following review helpful
By A Customer
Format:Hardcover
I've been in software sales for 10 years & took Sandler training 4 years ago. My sales rocketed 100%!. When I saw the book I had to have it, it's all the Sandler training in a nutshell. No book of closes, no old school hard sell. This book will truley teach you to basically steer the boat through Sandlers sales technique and let the prospect do the work and sell themselves. Order it now, I guarantee you won't be able to put it down!.
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5 of 5 people found the following review helpful
5.0 out of 5 stars A Real-World win-win-win way to sell ! 16 Oct 1998
By A Customer
Format:Hardcover
Sandler's book is a critical piece of the Sandler Selling System's overall training strategy. It shows you that training as a true sales professional is much like that of other highly successful professonals (i.e Doctor's, Accountants, Engineers, etc.). Training must be ongoing and lifelong for anyone to become the best. This book is a great part of the overall reinforcement element neccessary to fully "own" the unique, real-world and simple selling system originated by Sandler. Absolutely the best selling system out there.
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4 of 4 people found the following review helpful
By A Customer
Format:Hardcover
The Sandler Sales approach makes sense. I had listened to some Sandler tapes prior to reading the book, but the book helped reiinforce the Sandler system. The greatest benefit to me was learning how to find the pain, establish a contract, than focus on relieving the client's pain. In the past I would often try to sell myself by spewing off lots of irrelevant information. Now I am much more confident about determining up front whether I can help them, and whether they are in a position to avail themself of my services. I address the pain, and only the pain. If I am not sure there is pain, I ask. I could have saved myself thousands of dollars that I spent on other books, and made tens of thousands more had I read this book and applied its principles when I first started my practice.
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5 of 5 people found the following review helpful
By A Customer
Format:Hardcover
I have been in sales for over 26 years and attended more workshops then I really want to admit. This book, has given me very tasty food for thought to digest and it has covered many many facets of the selling game in a very very non-threating way.. Thank you very much for a well written and easy to understand book.. To use a already coined phrase, I give you "Mega Dittos" for being part of the sum total that helped me achieve a six figure income.... :-)
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4 of 4 people found the following review helpful
By A Customer
Format:Hardcover
Feature, Benefit. and Advantage sellers move over. Stop talking about your stuff and start asking the client about his PAIN. David Sandler, shares his step by step process and the how and why he created his selling process. Rarely is an insight more clearly shared than David Sandler explaining not only the problem (his pain) but how he created his solution and has captured it in the written word for us to gain a glimpse of the behavior and skill we call selling. Thanks David Sandler, my life need never be the same again and when you read his book maybe the same can happen for you!
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