Customer Reviews

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

5 star:		(10)
4 star:		(4)
3 star:		(2)
2 star:		(0)
1 star:		(0)

 

 

The ideas are excellent, and one can see it was written by a professional who studied and experimented with many other techniques. However, the quality of writing is college freshman level.

I've read hundreds of sales books and this is the best by far. It brakes down the sales cycle in an easy to use system, that if you follow, you will be very successful. I'm living proof. David Sandler's use of humor in the sales process along with his reversing technique and up-front contracts takes the stress out of selling and makes it fun. If you are looking for a way to improve, use the Sandler system and you'll never look back.

This book is one of the greatest books that must be read by salesman and manger. this book tought me alot of things i did not know. this book have one message FORGEOT WHAT THEY TOUGHT YOU AT COLLEGE OR AT SEMINAR AND CREATE YOUR OWN SYSTEEM. actaully when i read death of salesman i decided to not working in sales because my all life might be like Willy but when i read this book i decided that take the risk and do your systeem. if we make it clear we will the the story of ICCOA repeated again with deffrent well if you want a book in business , psych, and motivation this book for you. sayed omar AUC - Egypt.

I'm am comfussed by those who don't see the value of David Sandler's system. I also like other sales books and many of them teach similar skills. Sandler teaches how to use those skills in a system, not randomly.

I believe the system saves time and frustration. It may not be new to some, but the system teaches sales people why they must listen. It does not teach sales people to miss a closing opportunity it teach sales people not to be in a hurry and how to play off a smart buyer. This book offers, to some, ways to deal with "uncomfortable" situations that you may find yourself in as a sales person.

Finally, this book teaches a system that must be "learned" and if you don't use the system you won't "learn it." So remind yourself that you didn't learn how to ride your bike sitting in a chair, you went out got on your bike, fell down, got up and then all of a sudden you stopped falling. So buy this book, if you don't like the system, the book will help you laugh about all the examples you lived as a sales person.

I believe the Sandler System is THE best sales systems anywhere. I used the System for 4.5 years at an outsourced sales center for insurance companies. I was able to obtain more information (or pain as David calls it) from prospects and gave our clients a reason to go on the appointment. The only way to understand a prospect's needs is to listen to their needs, not put dog and pony presentations.

While the constant smacking down of traditionalists grew tiresome, I did find that this book was extremely easy to read and well worth the time that I invested.. Many of Sandlers techniques were not earth shattering, but the straight forward, easy to implement strategies were very refreshing. I think this is a great book for old sales hacks and rookies alike.

In the book many references were made how traditional techniques do not work, and that they are too old. They are old because they work. Some of the examples given on how traditionalists would handle certain sales situations are based on assumptions by the author, and make traditionalists look stupid. As far as his system, traditionalists have been using it for over fifty years, including up-front contracts,finding the pain, bracketing-up for the money and the rest. I would recommend readers to make-up their own mind and read books by Charles Roth, Tom Hopkins, Brian Tracy, Zig Ziglar and James Pitkins, just to name the few. All in all in was a good book, and beneficial in its content. One thing that upset me the most was the author's constant remarks how his methods were better than the traditional methods. The following is an example how two people handle the same situation. The first one is from Sandlers book, the second is from Tom Hopkins ( a student of J. Douglas Edwards).

Buyer: "Is this available in blue?" Sales: "I'll have to inquire. Did you need any other colors?" And a perfect opportunity for a close is wasted. Here is how Hopkins would handle the same scenario. Buyer: "Is this available in blue?" Sales: "Would you like it in blue?" Buyer: "Yes" Sales: "Let me make a note of that." (And he writes the info on the order form.)

In the book many references were made how traditional techniques do not work, and that they are too old. They are old because they work. Some of the examples given on how traditionalists would handle certain sales situations are based on assumptions by the author, and make traditionalists look stupid. As far as his system, traditionalists have been using it for over fifty years, including up-front contracts,finding the pain, bracketing-up for the money and the rest. I would recommend readers to make-up their own mind and read books by Charles Roth, Tom Hopkins, Brian Tracy, Zig Ziglar and James Pitkins, just to name the few. All in all in was a good book, and beneficial in its content. One thing that upset me the most was the author's constant remarks how his methods were better than the traditional methods. The following is an example how two people handle the same situation. The first one is from Sandlers book, the second is from Tom Hopkins ( a student of J. Douglas Edwards).

Buyer: "Is this available in blue?" Sales: "I'll have to inquire. Did you need any other colors?" And a perfect opportunity for a close is wasted. Here is how Hopkins would handle the same scenario. Buyer: "Is this available in blue?" Sales: "Would you like it in blue?" Buyer: "Yes" Sales: "Let me make a note of that." (And he writes the info on the order form.)

This system is absolutely revolutionary. It is different at a foundational level from any other sales method that I have ever heard about...and it works consistently. I bought this book and read it after listening to tapes and joining President's Club. It clearly outlines the Sandler selling system and gives a written record of what the tapes teach. I have been involved with Sandler for 15 months and my income has more than doubled over last year (or any other year for that matter) I enjoy sales and am not providing free consulting services that I once used to provide. I also have no trouble with potential clients shopping my information with the competition...I close sales for more money that my competition and I know what the rules of the game are before I give a lot of free demonstrations and information. If what I have will not do the job that the client needs to do, I close the file. I am not chasing prospects that want to think it over. If they have a legitimate problem, the money to solve the problem, and the ability to make a decision to solve the problem, then we move ahead. If any one of these three components is missing...we close the discussion. I don't burn bridges...maybe they will call in the future, but I stop spending time on things that will not provide any return. I know where I stand during the sales cycle.

I have been in sales for over 26 years and attended more workshops then I really want to admit. This book, has given me very tasty food for thought to digest and it has covered many many facets of the selling game in a very very non-threating way.. Thank you very much for a well written and easy to understand book.. To use a already coined phrase, I give you "Mega Dittos" for being part of the sum total that helped me achieve a six figure income.... :-)