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

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This revised guide to sales success is designed to enhance personal and team performance in today's economy. It emphasizes the idea that buying decisions are made emotionally and justified logically, a key insight from the original edition that has resonated with sales professionals. The updated version retains David Sandler's proven strategies for achieving personal and organizational success by challenging conventional selling methods. David Mattson, CEO of Sandler Training, has added new skills tailored for the current competitive and complex sales environment. Readers will discover how to take charge in the "buyer/seller dance," encourage prospects to do most of the talking, and effectively respond to their questions. The guide teaches how to identify when a prospect is merely shopping and how to advance the relationship without becoming an unpaid consultant. Key techniques include mastering the seven steps of the "Sandler Submarine," leveraging LinkedIn for prospecting, establishing an "up-front contract" before meetings, and using online research to warm up cold calls. By applying these principles, sales professionals and teams can elevate their performance and become top sellers. This edition combines Sandler's enduring techniques with contemporary best practices for effective sales operations.