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Title: 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 ISBN: 0-7881-5359-5 Publisher: DIANE Publishing Co Pub. Date: March, 1998 Format: Hardcover List Price(USD): $24.00 |
Average Customer Rating: 4.58 (24 reviews)
Rating: 4
Summary: Useful, but be aware of its limitations
Comment: This book presents a selling process in the form of an autobiography of the author as a street smart sales representative. The author presents a sales approach that, as a sales person, I would find effective mainly for short sales cycles involving low or medium value tangibles. You are going to have quite a struggle selling complex technical services or selling anything to targets with mandatory RFPs using the process exactly as the author presents it. Unfortunately the author omitted from the book any comprehensive discussion about where the system has its limitations. However, what is useful is the underlying discipline of prospect qualification, key communication methods, and verification of budget, and in this respect I thought the author did a good job hammering those points home. Unlike many sales books, this one is entertaining and easy to read, even if you don't necessarily agree with all its contents.
Rating: 5
Summary: An absolutely different strategy that actually works
Comment: 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.
Rating: 4
Summary: excellent ideas, poorly written
Comment: The ideas are excellent, and one can see it was written by a professional who studied and experimented with many other techniques. However, the quality of writing is college freshman level.
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Title: Close the Deal: 120 Checklists for Sales Success by Sam Deep, Lyle Sussman, Sandler Sales Institute, the Sandler Sales Institute, Samuel D. Deep ISBN: 0738200387 Publisher: Perseus Book Group Pub. Date: January, 1999 List Price(USD): $15.95 |
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Title: Mindless Selling by Dave Kurlan ISBN: 0759610142 Publisher: 1stBooks Library Pub. Date: May, 2001 List Price(USD): $12.42 |
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Title: Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas A. Freese ISBN: 1570715882 Publisher: Sourcebooks Trade Pub. Date: January, 2002 List Price(USD): $16.95 |
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Title: SPIN Selling by Neil Rackham ISBN: 0070511136 Publisher: McGraw-Hill Trade Pub. Date: 01 May, 1988 List Price(USD): $24.95 |
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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
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