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You Can't Teach a Kid to Ride a Bike at a Seminar, 2nd Edition-Sandle
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Specificaties
- Objectstaat
- ISBN
- 9780071847827
- Book Title
- You Can't Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training's 7-Step System for Successful Selling
- Publisher
- Mcgraw-Hill Education
- Item Length
- 9.3 in
- Edition
- 2
- Publication Year
- 2015
- Format
- Hardcover
- Language
- English
- Illustrator
- Yes
- Item Height
- 1 in
- Genre
- Business & Economics
- Topic
- Training, Customer Relations, General, Sales & Selling / General
- Item Weight
- 17.8 Oz
- Item Width
- 6.5 in
- Number of Pages
- 288 Pages
Over dit product
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0071847820
ISBN-13
9780071847827
eBay Product ID (ePID)
204206562
Product Key Features
Edition
2
Book Title
You Can't Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training's 7-Step System for Successful Selling
Number of Pages
288 Pages
Language
English
Topic
Training, Customer Relations, General, Sales & Selling / General
Publication Year
2015
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
1 in
Item Weight
17.8 Oz
Item Length
9.3 in
Item Width
6.5 in
Additional Product Features
Intended Audience
Trade
LCCN
2015-001216
Dewey Edition
23
Dewey Decimal
658.85
Table Of Content
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 Don't Do Anything Unless You Know Why You're Doing It! CHAPTER 11 Stop Selling Features and Benefits CHAPTER 12 Rude to Discuss Money? I Don't Think So! CHAPTER 13 Qualify Your Prospect's Decision- Making Ability CHAPTER 14 Fulfill the Contract and Let the ProspectClose the Sale CHAPTER 15 Don't Let Buyer's 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
Synopsis
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 today's economy. You Can't 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 Training's CEO, David Mattson, has revisited it to provide additional skills designed for today's highly competitive and more complex sales landscape. With this powerful guide, you'll 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 principles--and others outlined in the book--will transform themselves from mediocre performers into selling superstars. This new edition of You Can't Teach a Kid to Ride a Bike at a Seminar is a potent mixture of Sandler's timeless techniques and best practices from the most effective sales operation today.
LC Classification Number
HF5438.25.S264 2015
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