You Can't Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute's 7-Step System for Successful Selling

I read a ton of sales books every year and this is one of the best I've ever read! I highly recommend purchasing it if you want to improve your sales and conversions.Here are some notes I took. Some are general, but good reminders1. Prospects never want the Sale to be Over, they always want to be in Control. Never let them Control the Convo.2. At any point of the conversation if the Prospect is not adhering to your Frame use Negative Reverse Selling:"Based on what you just told me, You are Not interested in what I'm selling" (Pattern interrupt and makes them see you as the Alpha)3. Always use an Upfront Contract:"I'm going to give you an Opportunity to ask Questions, Answer Questions and if you see if what I'm offering is a good fit, we can move forward. Cool?4. Always use a story, discuss the pain of that another client once had and how much their life was transformed by your product or service.5. If a client ever ask's for "previous testimonial, references or a website-etc" Answer back:"That's an interesting question, curious on why you asked?" (Never let them control the frame, always answer their question with a Question) :)Great questions to use:Why is that important to you?You said the price is too high, what does that mean?What can YOU do to resolve this financial issue?Where do you have hidden money for this?How Much is this problem costing you?How long are you going to suffer like this?What's next then?If we were to meet a Year from now, what would your ideal situation look like?What do YOU feel is missing in your life in order to accomplish this?(let them tell you, what they NEED)Well great that's exactly what I do......(mirror their own solution)- when do you want to put is action plan in place?Much much more and it was a quick entertaining read.

This was one of the better books I've read on sales. Sandler does away with the old jargon, the tired techniques, and the worn-out phrases used by salespeople for the last couple of decades and advocates using honesty instead. He also advocates never answering a question without asking one of your own so that you're constantly learning something new about your client. This also works with your teenagers I've found! You'll learn more by asking questions than you ever will by touting what your company can do, how old it is, how many clients you've helped, or why you're the best. The Sandler Submarine is the best concept ever!

If you are going to sell something, and everyone does from time to time, this is a worthy read. It takes the art of selling from a "get the prospect to buy something" to "let the right prospect convince themselves that they need what you are selling". The book includes some powerful sales techniques like "mirror the other person's body language and vocal intonation" as well as few selling paradigm shifts like "talk less and you will sell more" or "don't sell on features".The hidden gem in this book are some of the applications of Sandler's observations on world of Leadership. The selling process is really about influencing others... which is really a characteristic of leadership. If you take the teaching's of Sandler and spin them outside of the sales world, you might be surprised at the value of the information.Overall, I recommend this book, but I suggest you read it with an open perspective. Sometime's Sandler's perspective is limited, but his "go-getter" attitude has produced some very valuable information!

I read this book over the course of a weekend and it is continuing to change my life as the owner of a small marketing company. I thought I knew a lot about selling -- and I do -- but David Sandler's unconventional approach is simply brilliant. Just by reading the book, I am already seeing an increase in our revenues at a time when we're all wondering if we're entering a double-dip recession. As Mr. Sandler asserts, traditional selling does not work, and that is doubly evident in this economy. The Sandler System helps you determine quickly if the person you're talking with actually is a true prospect (has the budget and authority to spend) and then conduct meetings that immediately get to the heart of their pain and the resulting need for your product or service. There's an especially useful twist in how the tone of the meeting is set so that, by the end of the session, the prospect does all of the selling for you. Buy this book if you want to stop wasting your time chasing leads that aren't really leads or endless hours following up on sales that are never going to happen. In other words, if you depend on selling to generate income -- and who doesn't -- buy this book and change your life.

Along side "The Accidental Salesperson" this is one of the must have books for an education on sales, technically and mentally. Highly recommended for those in sales who want to have control over the selling process...this book gives you a feeling of power. It is not easy to obtain this book...something about the Sandler franchises having control, but it is worth the effort. I had to buy another copy of the book because my sales manager kept my first copy. I am reading it now for the third time and the highlighted passages are more prevalent than the non-highlighted.

My only regret is that I didn't hear about this book and Sandler's other book, The Sandler Rules, years ago. The author weaves together stories and actionable advice that you can use immediately.He offers specific phraseology to deal with price, lulls in the interview, Upfront Contracts (getting the prospect to agree up front to make a decision), and dealing with money issues.This book is not heavy on cold calling or the closing process. You’ll need to look to other books such as Question Based Selling for that (highly recommended). But as we say in chess, there’s an opening, middle and end-game. This book is great for the middle!

Love this book. It's no nonsense sales methodology ... Sandler breaks it down and gives you the tools to personalize your sales method and make it your own!

While I agree with alot of the sentiments in this book, it falls short on the practical application of a lot of the techniques. The supporting stories and examples are often uncomfortable scenarios or feel contrived, and while it hints at NLP and transactional analysis techniques, it never really goes into Any depth. I can't determine if this book is outdated (I have an early revision?), is designed for selling to a different culture (American) or is just trying too hard to be difference to "traditional" sales.I read dozens of sales, psychology, business and motivational books every year. I try and take something from every one, even if it's just to provoke thought and challenge my existing processes. Unfortunately I was a little disappointed with this one.

This book will turn your sales world upside down. Teach you to deploy guts and humour throughout your sales process. Teach you a sure-fire mechanism to increase your sales volume, sales price, size of client base and hold the line and the price you want. Teach that it is OK to be salesperson, be proud, be a professional and above all have fun with it!

Happy

If you've hated sales up till now, get this book - or the later version.

I thought it was going to be another book about sales with some repeated tips. Some friend recommended it to me saying it was amazing. I waited more days than the time I finished reading it because the excellent topics David Sandler talks about. I recommend this book too.