You Can't Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute's 7-Step System for Successful Selling David H. Sandler , John Hayes(1996)

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 r