David H. Sandler > Quotes

“To succeed in sales, you must observe only five rules: 1. Qualify your prospects. 2. Extract your prospect’s pain. 3. Verify that the prospect has money. 4.   Be sure the prospect is a decision maker. 5.   Match your service or product to the prospect’s pain.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“Struggle a little bit! At first, it’ll be difficult—or awkward—struggling on purpose. But every technique created by Sandler Training requires practice—reinforcement training—to accomplish it.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“We love you because you are you.” “It is OK to like yourself.” “Don’t measure yourself by what others accomplish.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“An Up-Front Contract is based on the legal concept of a contract. Any valid legal contract consists of four major components and several minor components. On paper, here’s what it looks like: 1. Lawful object 2. Competency 3. Consideration 4. Mutual consent A. Understanding B. A proposal, verbal or written C. Acceptance”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“Selling professionally requires modification of your behavior and the altering of preconceived ideas that have been ingrained in the minds of both salespeople and prospects for centuries.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“focus on the major pains expressed by your prospect, and make your points as quickly and sparingly as possible.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“If you want to escape the traps of traditional selling and surpass your best performances of the past, learn the Reversing technique as soon as possible. When you do, you’ll stop telling and you’ll start selling. —DAVID H. SANDLER”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“No use talking about a feature or benefit that’s not relevant—it might sabotage the sale.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“In the car that morning, I described the ideal selling system. Here’s how it would work: Prospects would deliver the presentations themselves. They would raise the stalls and objections, and they would resolve them. They would qualify themselves financially. They would close the sale. And finally, they would thank me for calling on them!”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“Incidentally, prospects won’t always interrupt you verbally. Be alert for body motion. Shaking the head, or crossing the arms, or looking away from you may each mean something significant. Take a pause, and give the prospect an opportunity to speak.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“I’m tired of doing the dog-and-pony show. I’m tired of being enthusiastic and giving million-dollar presentations to people who can’t buy a cup of coffee, or say yes or no. The”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“When people make decisions, they are either moving toward pleasure or away from pain. People make decisions intellectually, but they buy emotionally. —DAVID H. SANDLER”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“If you have several pains to present, start with the one that’s most bothersome to your prospect. By doing so, it’s possible that you won’t have to finish your presentation. Get the major objection out of the way, and your prospect may not care about anything else. Remember, you do not have to finish the presentation. Your goal is to get an order, not to win an Academy Award for best presenter.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“The sale is closed when you get the order, collect the check, take it to the bank, and the check clears! —DAVID H. SANDLER”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“You’ll know that the sale has been closed even before you deliver the presentation. Sometimes, you don’t even have to deliver the presentation!”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“you do the work, it will eventually turn into money!”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“It’s not how you feel that determines how you act. It’s how you act that determines how you feel.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling

“As soon as the prospect interrupts you, or responds to you, stop! Don’t talk. You already know what you’re going to say. It’s far more important to know what’s on the prospect’s mind. Perhaps you’ll discover the sale has been closed and there’s no need to continue.”
― David H. Sandler, You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling