You Can Not Teach a Kid to Ride a Bike at a Seminar

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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! With this remarkable guide in hand you will learn how to conquer the "selling dance" that always occurs between salesperson and prospect; how to condition yourself for a successful career in sales, regardless of what you sell; why you can sell more if you're willing to break the rules in professional selling; why the prospect should do most of the talking; how to "dummy up" when you're asked questions that you're not ready to answer; why the prospect can mislead you and what you can do about it; how to help prospects without becoming an "unpaid consultant"; how to learn and master the 7 steps of the Sandler "Submarine"; 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; how to level the playing field to force prospects to play fairly; and much more. For the past twenty-five years, the unique Sandler Selling System has been available only through the Sandler Sales Institute in Stevenson, Maryland, and its franchises nationwide. Now this invaluable book makes this exciting system available to everyone who desires true satisfaction and success in professional sales.

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Five Steps to Help You Master
Did After the Cookie Crumbled
The Evolution of a Training Program

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About the author (1995)

John R. Hayes is Director of the Executive Committee of the Middle East Institute, director of the Arab-American cultural Foundation, Director of the International College in Beirut, and a member of the Board of Advisors of the Center for contemporary Arab Studies at Georgetown University.

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