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

You Can’t Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training’s 7-Step System for Successful Selling
Author: David Sandler
Publisher: McGraw Hill Professional
Total Pages: 301
Release: 2015-03-20
Genre: Business & Economics
ISBN: 0071847839

The bestselling sales classic! Revised and expanded to help you supercharge personal and team performance in today's ultra-competitive sales environment "People make buying decisions emotionally and justify them logically." That shrewd, timeless insight from the first edition of this bestselling book has become a “no-brainer” among sales professionals. Now You Can't Teach a Kid to Ride a Bike at a Seminar comes with new insights, information, and tools every sales leader can use. It combines Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling with up-to-date best practices from experienced trainers of Sandler, now run by David Mattson.

Sandler Enterprise Selling (PB)

Sandler Enterprise Selling (PB)
Author: David H. Mattson
Publisher: McGraw Hill Professional
Total Pages: 259
Release: 2016-04-15
Genre: Business & Economics
ISBN: 1259643255

The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to: 1. Set a baseline for success for each territory and account 2. Identify opportunities with the highest probability of success 3. Engage with buyers to qualify enterprise opportunities 4. Craft solutions that directly address your client’s needs 5. Propose your solution and achieve advancement 6. Serve and satisfy your client, earning the right to grow the business Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success—like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits. Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.

Sandler Success Principles

Sandler Success Principles
Author: David Mattson
Publisher: Greenleaf Book Group
Total Pages: 141
Release: 2012-04-01
Genre: Business & Economics
ISBN: 9780982255421

Provides sales insight and wisdom and teaches how to use the Sandler selling system to achieve personal success.

Prospect the Sandler Way

Prospect the Sandler Way
Author: John Rosso
Publisher:
Total Pages:
Release: 2014-04-01
Genre:
ISBN: 9780983261445

John Rosso's book shares thirty core principles for mastering stress-free lead development by phone and over the Internet, in accordance with the selling system developed by David Sandler.

The Playmaker's Advantage

The Playmaker's Advantage
Author: Leonard Zaichkowsky
Publisher: Simon and Schuster
Total Pages: 320
Release: 2018-06-12
Genre: Sports & Recreation
ISBN: 1501181882

Discover the next frontier in sports training—improving your mental game, no matter your age or experience—and how to become the Playmaker, both in your professional and personal life. Coaches search for it. Parents dream of it. Fans love it. Athletes want it. The playmaker on any sports team possesses it: an elusive, intangible quality combining anticipation, perception, and decision-making skills. This quality raises their game above the competition and allows them to pass when no one else can, anticipate the movement of opponents, avoid costly mental mistakes, and ultimately, hold the team together. Now, for the first time, cognitive science research is revealing the secrets of the playmaker’s keen sense of awareness. Just as tests of speed, strength, and agility have provided a baseline of physiological biomarkers, coaches can now capture cognitive metrics including attention, pattern recognition, anticipation, and the ability to take quick, decisive action during the chaos of competition. The Playmaker’s Advantage is a groundbreaking book that will educate athletes of all ages about this essential creative capability in an accessible, easy to understand method.

The Sandler Rules

The Sandler Rules
Author:
Publisher: Greenleaf Book Group
Total Pages: 199
Release: 2009
Genre: Business & Economics
ISBN: 0982255489

All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in "The Sandler Rules". And when salespeople know the rules, they get results. Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? Are great salespeople born with a special gift -- perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships. Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of "Five Minutes with VITO", delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.

The Mind Club

The Mind Club
Author: Daniel M. Wegner
Publisher: Penguin
Total Pages: 402
Release: 2017-03-21
Genre: Psychology
ISBN: 0143110020

“Compelling, and so beautifully written…’The Mind Club’ deftly brings the most up-to-date research about other minds to readers of all backgrounds. It may cause you to think differently about crime and punishment, about business transactions and health care, and even about the upcoming elections. Things might just start looking up.”–The Wall Street Journal From dogs to gods, the science of understanding mysterious minds—including your own. Nothing seems more real than the minds of other people. When you consider what your boss is thinking or whether your spouse is happy, you are admitting them into the "mind club." It’s easy to assume other humans can think and feel, but what about a cow, a computer, a corporation? What kinds of mind do they have? Daniel M. Wegner and Kurt Gray are award-winning psychologists who have discovered that minds—while incredibly important—are a matter of perception. Their research opens a trove of new findings, with insights into human behavior that are fascinating, frightening and funny. The Mind Club explains why we love some animals and eat others, why people debate the existence of God so intensely, how good people can be so cruel, and why robots make such poor lovers. By investigating the mind perception of extraordinary targets—animals, machines, comatose people, god—Wegner and Gray explain what it means to have a mind, and why it matters so much. Fusing cutting-edge research and personal anecdotes, The Mind Club explores the moral dimensions of mind perception with wit and compassion, revealing the surprisingly simple basis for what compels us to love and hate, to harm and to protect.

Leading Professionals

Leading Professionals
Author: Laura Empson
Publisher: Oxford University Press
Total Pages: 279
Release: 2017
Genre: Executive ability
ISBN: 0198744781

This book reveals the power dynamics and interpersonal politics that lie at the heart of professional organizations. Drawing on the latest academic theory, and based on interviews with over 500 senior professionals, it analyses how professionals come together to create 'leadership'. It explains how change happens and why leaders so often fail.