You Cant Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Trainings 7-Step System for Successful Selling (inbunden)

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Format: Inbunden (Hardback)
Språk: Engelska
Antal sidor: 288
Utgivningsdatum: 2015-04-16
Upplaga: 2
Förlag: McGraw Hill
Medarbetare: Mattson, David
Illustratör/Fotograf: unspecified 10 Illustrations
Illustrationer: 10 Illustrations, unspecified
Dimensioner: 231 x 160 x 28 mm
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Antal komponenter: 1
ISBN: 9780071847827

You Cant Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Trainings 7-Step System for Successful Selling

Name: You Cant Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Trainings 7-Step System for Successful Selling
Price: 334.00 SEK
Availability: InStock
Author: David Sandler
ISBN: 9780071847827

Sandler Training's 7-Step System for Successful Selling

av David Sandler

Inbunden, Engelska, 2015-04-16

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The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy

"People make buying decisions emotionally and justify them logically."

that shrewd insight from the first edition of this bestselling book has become a no-brainer among sales professionals. now, the new edition of classic work that has helped millions of sales professionals take their career to new levels offers critical new insights, information, and tools for success in todays economy.

You Cant Teach a Kid to Ride a Bike at a Seminar, Second Edition retains David Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling. And now Sandler Trainings CEO, David Mattson, has revisited it to provide additional skills designed for todays highly competitive and more complex sales landscape. With this powerful guide, youll learn how to:

Take the lead in the "buyer/seller dance"
Get the prospect to do most of the talking
Have a process for answering questions from prospects
Know when a prospect is shopping you . . . and what to do about it
Move the relationship forward without becoming an unpaid consultant
Master the seven steps of the "Sandler Submarine"
Use LinkedIn as a prospecting and qualifying tool
Establish an up-front contract, or call roadmap, before your face-to-face meeting
Use online research to turn "cold calls" into warm calls

sales professionals and teams that follow these principlesand others outlined in the bookwill transform themselves from mediocre performers into selling superstars.

this new edition of You Cant Teach a Kid to Ride a Bike at a Seminar is a potent mixture of Sandlers timeless techniques and best practices from the most effective sales operation today.

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Fundamental Weight Training

David Sandler

If youre ready to walk the walk and talk the talk, Fundamental Weight Training is your guide. Learn the basics safely, effectively, and in less time. Over 100 exercises with photo demonstrations are included and supported with step-by-step descrip...

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David H. Sandler, the founder of Sandler Training, created the breakthrough "stress-free" sales training program that forever changed the landscape of professional selling. He passed away in 1995. David Mattson is the CEO of SandlerTraining, an international training and consulting organization headquartered in the United States. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe.

Foreword by David H. Mattson, CEO,Sandler Training
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 ThatWill 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 PotentSales Technique of All
CHAPTER 9 Good Morning, Sir, Is That Your Sailfish?
CHAPTER 10 Dont Do Anything Unless You Know Why Youre Doing It!
CHAPTER 11 Stop Selling Features and Benefits
CHAPTER 12 Rude to Discuss Money? I Dont Think So!
CHAPTER 13 Qualify Your Prospects Decision- Making Ability
CHAPTER 14 Fulfill the Contract and Let the ProspectClose the Sale
CHAPTER 15 Dont Let Buyers Remorse Sink Your Sale
CHAPTER 16 Getting the Angle on Success

APPENDIX A Case Studies
APPENDIX B Applying the Sandler Principles to theEnterprise Selling Environment
Index