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You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling
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.
"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.
288 pages, Hardcover
First published January 1, 1995
428 people are currently reading
1688 people want to read
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Displaying 1 - 30 of 74 reviews
July 13, 2014
Painfully dated. Poorly written. Very unorganized.
Dont get me wrong, Sandler's selling techniques are paramount to my own success as a salesperson. Concepts like the "pain-funnel" are invaluable to understand. Sandler's method's are groundbreaking and crutial perspectives to understand.
But, here I am reviewing this particular book. And it was bad.
1 - Painfully dated.
Business isnt done the same way it was done in the 70s. It is as simple as that. Today we have internet, email, cell phones, Salesforce, and GIFs that define and dominate the workspace.
2 - Poorly written.
It is just hard to follow even his small thoughts. Even the narrative sections of the book describing actual experiences are... ok, well they are the most enjoyable part, but they arent well written.
3 - Unorganized.
Just flip through this book and tell me it makes sense. There are so many messy graphs and representations of this information. It is as if every little note on a napkin was incorporated without regard for the whole. This was very surprising as these concepts (and indeed the very thing HE IS SELLING) is a global curriculum.
Even his methaphors were bad (the compartments of a submarine. really?)
This really culminated the painfully dated and poorly written aspects. Today representation of data through design is key to success. There is none of that here.
The good news: other people who sell this actually got their shit together. There is a lot of modern curriculum material available that is NOT poorly strung together like it is here.
If you are in sales, you can learn a lot from Sandler's teaching, but go online and find a PDF summarizing the info.
Oh look, I just found these two in 5 seconds:
http://www.sandlersuccessprinciples.c...
http://b2b2cmarketing.com/wp-content/...
Enjoy!
Dont get me wrong, Sandler's selling techniques are paramount to my own success as a salesperson. Concepts like the "pain-funnel" are invaluable to understand. Sandler's method's are groundbreaking and crutial perspectives to understand.
But, here I am reviewing this particular book. And it was bad.
1 - Painfully dated.
Business isnt done the same way it was done in the 70s. It is as simple as that. Today we have internet, email, cell phones, Salesforce, and GIFs that define and dominate the workspace.
2 - Poorly written.
It is just hard to follow even his small thoughts. Even the narrative sections of the book describing actual experiences are... ok, well they are the most enjoyable part, but they arent well written.
3 - Unorganized.
Just flip through this book and tell me it makes sense. There are so many messy graphs and representations of this information. It is as if every little note on a napkin was incorporated without regard for the whole. This was very surprising as these concepts (and indeed the very thing HE IS SELLING) is a global curriculum.
Even his methaphors were bad (the compartments of a submarine. really?)
This really culminated the painfully dated and poorly written aspects. Today representation of data through design is key to success. There is none of that here.
The good news: other people who sell this actually got their shit together. There is a lot of modern curriculum material available that is NOT poorly strung together like it is here.
If you are in sales, you can learn a lot from Sandler's teaching, but go online and find a PDF summarizing the info.
Oh look, I just found these two in 5 seconds:
http://www.sandlersuccessprinciples.c...
http://b2b2cmarketing.com/wp-content/...
Enjoy!
August 5, 2019
A few days ago, I finally finished reading You Can’t Teach a Kid to Ride a Bike at a Seminar: Sandler Training’s 7-Step System for Successful Selling by David Sandler. I started this book 31 January 2019 and now 183 days later, I’ve finished. I should have finished reading this book much sooner, but I’m glad I did finish reading it.
I was previously introduced to the Sandler selling philosophy in January 2015 and I didn’t realize then what I know now to be true, which is that the Sandler approach to sales works and it works because it is different than traditional sales philosophies that are taught. There are other sales training systems out there and I don’t have any experience with those systems, but this I can say, the Sandler way works.
Overall, this has been a great book for me to read and become refreshed by the whole approach to sales that the Sandler sales system provides. It’s important that no matter what books are read, especially if they relate to sales and becoming a more effective salesperson, the techniques that are given must be routinely practiced so that it becomes second nature. It must be reinforced through one-on-one practice so that improvements are made and more sales success is realized.
The book is like a mini-course on how to sell effectively, strategically and successfully and if the Sandler philosophy is reinforced on a daily basis, the salesperson will go to the bank more often with more closed sales to their credit.
Two of the components of Sandler that I have found most helpful are the Up-Front Contract and the Pain Funnel. I believe these 2 things are crucial to the success of every sales call and whether or not a sales opportunity is even available because not every prospect is qualified to buy someone else’s product or service. This helps a salesperson to not waste time in pursuing the wrong prospect opportunities.
The UFC is essentially used to gain mutual agreement for an appointment and determine if there is a potential fit where both parties mutually benefit. The use of an UFC is key for this to occur and it works. There is no ambiguity regarding what's going to happen in the future and that is critical to get established up front.
Utilizing the Up-Front Contract is essential and incredibly helpful in determining a clear expectation for both parties and these 5 elements make up a good UFC:
Purpose of the meeting
Prospect’s agenda and expectations
Salesperson’s agenda and expectations
Time
Outcome
Here's what that might sound like, "Tom, I appreciate you inviting me to meet with you today. Do you still have 30 minutes for us today? Naturally, you're going to have some questions for me to learn more about what I do, and obviously I'm going to have some questions for you as well. Would it be ok for us to ask each other a few questions? Typically, at the end of our time together, we should be able to decide together if it makes sense to move forward to the next step, or not. If it doesn't make sense for us to move forward, are you ok with telling me, no?"
The Up-Front Contract should be used comfortably and not come off as a robotic statement because it really helps to begin utilizing listening skills, which is also critical in this process.
Using an UFC is one of those things where I’ve said, “Had I known then what I know now,...” my past sales experience would have been much different, and utilizing the UFC is not just for gaining sales appointments because it’s useful in everyday life, especially at home.
Add descriptionNo alt text provided for this image
The 7-Steps of the Sandler system is best described by the Sandler Submarine and as each compartment is effectively concluded the door is closed to move on to the next compartment until finally reaching the Post-Sell stage.
When I first entered sales many years ago, there were 2 things that were taught to me to sell against any competitor: 1. Features and benefits and, 2. Price. Problem solving was rarely the reason why I made any sales.
Unfortunately, if I had worked for a competitor company to the product, or service that I was selling, I’d be selling based on features, benefits and price. There’s no differentiator at all when selling that way. Value-based selling, or more importantly, problem solving for the prospect is the approach utilized by Sandler that is what makes the sale and the salesperson different from their competition.
If a prospect isn’t experiencing pain in their business, pain where there is a problem that hasn’t been solved in a long time and they haven’t found the right solution yet, the Sandler approach helps to discover that more clearly. Pain is a problem that must be solved and as David Sandler says, without pain, there’s no sale.
Pain in a business is found by asking these questions:
How long has this been a problem?
Could you be a bit more specific? Give me an example.
What have you done to try and fix it?
How did that work out for you?
How much time and money have you invested in doing that?
What will you do if this can’t be fixed?
Have you given up trying to deal with this problem?
Why is this important to you now?
It makes a lot more sense to gain an understanding of a prospect’s problems when these questions are asked, rather than trying to sell based on features, benefits and price.
Each question goes deeper into gaining an understanding of the problem and how bad it may be, so that the prospect feels that they understand what’s going on and what the salesperson may be able to do to solve their problem.
I don’t know about you, but I’d feel more comfortable with someone who truly understood my problem and how it could potentially be solved, if I were asked questions like this. It’s just like going to see the doctor, isn’t it? They ask questions like this too, as the doctor attempts to understand what the cause of the ailment is and the best recommendation for treatment? Don’t they ask questions like this too?
How long have you had this problem?
Could you be more specific about what you’re experiencing?
What have you done to remedy this yourself?
How did that work out for you?
Do you see the similarity? The doctor is in sales too. If patients are concerned about how the doctor can make their pain disappear, it’s no different for someone in the sales profession. Does that make sense?
Of the books that I’ve read from Sandler, I’ve enjoyed this one the most because it is a comprehensive picture of the sales process in 7 steps via the Sandler Submarine.
I’d recommend this book to anyone who is looking to improve their sales performance personally, or for a sales managers and the team they have in the field.
This book, You Can't Teach a Kid to Ride a Bike at a Seminar is a book that helps take the fear out of much of what sales entails. Picking up the phone isn’t such a dread when you’re using an Up-Front Contract, either on the phone, or face-to-face.
The questions that can be asked in discovering a prospect’s pain are limitless, but even just a select few, as it relates to an individual’s field of sales will help them quickly discover more qualified sales opportunities, instead of wasting time with the wrong prospects. Isn’t that what sales is about, finding more qualified sales opportunities?
It’s a book that should be read at least twice a year, to help refresh an individual’s behavior, attitude and technique so that they remain focused on solving prospect’s problems more than selling features, benefits and price.
Whether you’re in the field of technology sales, manufacturing and logistics, manage or work in a call center, customer service, home sales, professional services there’s a book that will help anyone in these fields of sales.
Recommended Books:
Prospecting The Sandler Way
Asking Questions The Sandler Way
Selling to Homeowners The Sandler Way
https://shop.sandler.com/category/books
Website: https://www.sandler.com/
Podcast: How to Succeed at…
I was previously introduced to the Sandler selling philosophy in January 2015 and I didn’t realize then what I know now to be true, which is that the Sandler approach to sales works and it works because it is different than traditional sales philosophies that are taught. There are other sales training systems out there and I don’t have any experience with those systems, but this I can say, the Sandler way works.
Overall, this has been a great book for me to read and become refreshed by the whole approach to sales that the Sandler sales system provides. It’s important that no matter what books are read, especially if they relate to sales and becoming a more effective salesperson, the techniques that are given must be routinely practiced so that it becomes second nature. It must be reinforced through one-on-one practice so that improvements are made and more sales success is realized.
The book is like a mini-course on how to sell effectively, strategically and successfully and if the Sandler philosophy is reinforced on a daily basis, the salesperson will go to the bank more often with more closed sales to their credit.
Two of the components of Sandler that I have found most helpful are the Up-Front Contract and the Pain Funnel. I believe these 2 things are crucial to the success of every sales call and whether or not a sales opportunity is even available because not every prospect is qualified to buy someone else’s product or service. This helps a salesperson to not waste time in pursuing the wrong prospect opportunities.
The UFC is essentially used to gain mutual agreement for an appointment and determine if there is a potential fit where both parties mutually benefit. The use of an UFC is key for this to occur and it works. There is no ambiguity regarding what's going to happen in the future and that is critical to get established up front.
Utilizing the Up-Front Contract is essential and incredibly helpful in determining a clear expectation for both parties and these 5 elements make up a good UFC:
Purpose of the meeting
Prospect’s agenda and expectations
Salesperson’s agenda and expectations
Time
Outcome
Here's what that might sound like, "Tom, I appreciate you inviting me to meet with you today. Do you still have 30 minutes for us today? Naturally, you're going to have some questions for me to learn more about what I do, and obviously I'm going to have some questions for you as well. Would it be ok for us to ask each other a few questions? Typically, at the end of our time together, we should be able to decide together if it makes sense to move forward to the next step, or not. If it doesn't make sense for us to move forward, are you ok with telling me, no?"
The Up-Front Contract should be used comfortably and not come off as a robotic statement because it really helps to begin utilizing listening skills, which is also critical in this process.
Using an UFC is one of those things where I’ve said, “Had I known then what I know now,...” my past sales experience would have been much different, and utilizing the UFC is not just for gaining sales appointments because it’s useful in everyday life, especially at home.
Add descriptionNo alt text provided for this image
The 7-Steps of the Sandler system is best described by the Sandler Submarine and as each compartment is effectively concluded the door is closed to move on to the next compartment until finally reaching the Post-Sell stage.
When I first entered sales many years ago, there were 2 things that were taught to me to sell against any competitor: 1. Features and benefits and, 2. Price. Problem solving was rarely the reason why I made any sales.
Unfortunately, if I had worked for a competitor company to the product, or service that I was selling, I’d be selling based on features, benefits and price. There’s no differentiator at all when selling that way. Value-based selling, or more importantly, problem solving for the prospect is the approach utilized by Sandler that is what makes the sale and the salesperson different from their competition.
If a prospect isn’t experiencing pain in their business, pain where there is a problem that hasn’t been solved in a long time and they haven’t found the right solution yet, the Sandler approach helps to discover that more clearly. Pain is a problem that must be solved and as David Sandler says, without pain, there’s no sale.
Pain in a business is found by asking these questions:
How long has this been a problem?
Could you be a bit more specific? Give me an example.
What have you done to try and fix it?
How did that work out for you?
How much time and money have you invested in doing that?
What will you do if this can’t be fixed?
Have you given up trying to deal with this problem?
Why is this important to you now?
It makes a lot more sense to gain an understanding of a prospect’s problems when these questions are asked, rather than trying to sell based on features, benefits and price.
Each question goes deeper into gaining an understanding of the problem and how bad it may be, so that the prospect feels that they understand what’s going on and what the salesperson may be able to do to solve their problem.
I don’t know about you, but I’d feel more comfortable with someone who truly understood my problem and how it could potentially be solved, if I were asked questions like this. It’s just like going to see the doctor, isn’t it? They ask questions like this too, as the doctor attempts to understand what the cause of the ailment is and the best recommendation for treatment? Don’t they ask questions like this too?
How long have you had this problem?
Could you be more specific about what you’re experiencing?
What have you done to remedy this yourself?
How did that work out for you?
Do you see the similarity? The doctor is in sales too. If patients are concerned about how the doctor can make their pain disappear, it’s no different for someone in the sales profession. Does that make sense?
Of the books that I’ve read from Sandler, I’ve enjoyed this one the most because it is a comprehensive picture of the sales process in 7 steps via the Sandler Submarine.
I’d recommend this book to anyone who is looking to improve their sales performance personally, or for a sales managers and the team they have in the field.
This book, You Can't Teach a Kid to Ride a Bike at a Seminar is a book that helps take the fear out of much of what sales entails. Picking up the phone isn’t such a dread when you’re using an Up-Front Contract, either on the phone, or face-to-face.
The questions that can be asked in discovering a prospect’s pain are limitless, but even just a select few, as it relates to an individual’s field of sales will help them quickly discover more qualified sales opportunities, instead of wasting time with the wrong prospects. Isn’t that what sales is about, finding more qualified sales opportunities?
It’s a book that should be read at least twice a year, to help refresh an individual’s behavior, attitude and technique so that they remain focused on solving prospect’s problems more than selling features, benefits and price.
Whether you’re in the field of technology sales, manufacturing and logistics, manage or work in a call center, customer service, home sales, professional services there’s a book that will help anyone in these fields of sales.
Recommended Books:
Prospecting The Sandler Way
Asking Questions The Sandler Way
Selling to Homeowners The Sandler Way
https://shop.sandler.com/category/books
Website: https://www.sandler.com/
Podcast: How to Succeed at…
April 18, 2020
This book is Useful with a capital U. It was earth-shattering to see in print all the mistakes I was making, but it is wonderful to know how to fix the problem for me and my team. As I was reading each section, I could remember an occasion when I or one of our sales people had reported having the exact experience. I stopped and immediately sent them the passages that related to them. I also rearranged our pitch and training materials to flow the way Sandler teaches. So with all these positive comments, why didn't I give it 5 stars? Because the author did the thing l hate most about salesmen: chapter 1 was great. Then in the next 4-5 chapters, the author says l'm going to tell you the answer in a later chapter. Normally I would stop reading when the teasers start, but the person who recommended this book is someone I respect. I knew he wouldn't waste my time. So I stuck with it and it was absolutely worth it.
November 30, 2020
4.5 Stars
*This is a reread for me, I first read this book in 2009.
One of my favorite book on selling, certainly is showing its age, I need to check out the new 2nd edition. Lots of paradigm shifting ideas that can sound at first like gimmicks, but when applied correctly can allow for a more honest exchange of information and ideas between salesperson and client.
The book regularly references the "traditional" way of selling which in 2020 seems more like the "old timey" way of selling as almost every sales book recommends many of the "revolutionary" ideas Sandler proposes. But the stuff works and can take someone from struggling to professional.
Lots of good ideas, a must read for anyone in sales. But perhaps check out the 2nd edition (which I have not read yet)
*This is a reread for me, I first read this book in 2009.
One of my favorite book on selling, certainly is showing its age, I need to check out the new 2nd edition. Lots of paradigm shifting ideas that can sound at first like gimmicks, but when applied correctly can allow for a more honest exchange of information and ideas between salesperson and client.
The book regularly references the "traditional" way of selling which in 2020 seems more like the "old timey" way of selling as almost every sales book recommends many of the "revolutionary" ideas Sandler proposes. But the stuff works and can take someone from struggling to professional.
Lots of good ideas, a must read for anyone in sales. But perhaps check out the 2nd edition (which I have not read yet)
June 13, 2021
Good info - needs a refresh
Though much of this book uses timeless sales techniques like selling to pain, most of the book still fees like it was written in the late 1960’s or early 1970’s. Though this addition provides many updated comments the book still feels like it is ready for a ground up rewrite.
Though much of this book uses timeless sales techniques like selling to pain, most of the book still fees like it was written in the late 1960’s or early 1970’s. Though this addition provides many updated comments the book still feels like it is ready for a ground up rewrite.
June 12, 2017
Very practical and lasting principles. A must
I've read many sales books and this one is among the best. Timeless principles to apply and very useful tips on how to deal with several hard objections during sales' conversations.
I've read many sales books and this one is among the best. Timeless principles to apply and very useful tips on how to deal with several hard objections during sales' conversations.
December 2, 2021
If you are selling - e.g. a sales guy or gal - this is a great ready. It takes on the psychology of selling from both the prospect's and your perspective. It's entertaining and easy to read and just makes sense. Read it. Sell better.
November 28, 2015
Absolutely has changed my approach to selling. I wish I knew about this years ago.
September 17, 2022
There is a hilarious and smug diss of this book written by a male whippersnapper whose favorite book genres include “sci fi” and “space opera.” The kid seems to be lacking the ability to generalize the philosophical principles undergirding this book and translate them for the modern era … which amuses me because isn’t that pretty much what sci fi does? “Hey let’s express this concept but shift it to a different time etc.” ??? LOL
I have spent over twenty years in marketing but have recently flipped the board via changing my career. My new career requires some level of salesmanship and Sandler’s book entertainingly illuminates the key principles to A+ collaborative problem solving. “Consultative sales” is what some folks call it these days. But this book’s approach maps closely to what sophisticated modern day marketers (sorry not sorry Bill Hicks) know about human needs, and it’s fun to read, in part because it gives you a chance to imagine the Mad Men-adjacent world Sandler lived in while also empowering you with a framework to more effectively help people solve their problems. Assuming you can put down your book about space opera long enough to understand what he’s clearly saying…
I have spent over twenty years in marketing but have recently flipped the board via changing my career. My new career requires some level of salesmanship and Sandler’s book entertainingly illuminates the key principles to A+ collaborative problem solving. “Consultative sales” is what some folks call it these days. But this book’s approach maps closely to what sophisticated modern day marketers (sorry not sorry Bill Hicks) know about human needs, and it’s fun to read, in part because it gives you a chance to imagine the Mad Men-adjacent world Sandler lived in while also empowering you with a framework to more effectively help people solve their problems. Assuming you can put down your book about space opera long enough to understand what he’s clearly saying…
September 27, 2023
Read for work and felt it was a bit dated and very male dominated, pushing approach.
Rate Procedure:
⭐️⭐️⭐️⭐️⭐️ - I loved the book so much I would reread it again and would recommended to a friend or, even if I would not reread it, it was so good it deserved nothing less than 5 stars!
⭐️⭐️⭐️⭐️ - Thoroughly enjoyed the book, could not do put it add down, would recommend to a friend, but do not need to read again.
⭐️⭐️⭐️ - Probably a good book that I enjoyed but there was something about it I did not love (e.g. The writing style, the POV, etc.). I would only recommend to a friend if it was their "type" of book.
⭐️⭐️ - A book I have below average feelings for and it would not come with a recommendation from me but I would mention it in conversation if related to the book topic at issue.
⭐️ - I finished the book but I hated every second of it.
Rate Procedure:
⭐️⭐️⭐️⭐️⭐️ - I loved the book so much I would reread it again and would recommended to a friend or, even if I would not reread it, it was so good it deserved nothing less than 5 stars!
⭐️⭐️⭐️⭐️ - Thoroughly enjoyed the book, could not do put it add down, would recommend to a friend, but do not need to read again.
⭐️⭐️⭐️ - Probably a good book that I enjoyed but there was something about it I did not love (e.g. The writing style, the POV, etc.). I would only recommend to a friend if it was their "type" of book.
⭐️⭐️ - A book I have below average feelings for and it would not come with a recommendation from me but I would mention it in conversation if related to the book topic at issue.
⭐️ - I finished the book but I hated every second of it.
September 10, 2021
I attended a Sandler Sales Bootcamp in July and was told to further help assist to read the book, my current job had paid for this course. I highlighted it all and find this fascinating. I can see a wide use of applications. I used to do cold-calling back in the day and failed miserably, even though this is not a book on prospecting - proper, I still find this book quite helpful in getting people to think differently about selling. It's is mighty powerful tool in helping the client sell themselves as to whether or not they want something from you. I intend to use this and even re-fashion it for other personal purposes too.
August 20, 2024
I read tens of books on selling and many are not so good. This is one of the gems I will recommend often.
The first half of book covers the basics of selling and the second half gets deep into the author’s school sales methods with incredibly valuable and easily implementable techniques.
As a professional coach, I found many elements in the book highly relatable, such as seeking clarity or assessing confidence levels about the project. I love how coaching is getting into everything I do, from parenting to sales to relationship. Anyway, I'm digressing.
I personally enjoyed the audiobook version, but I bet there are paper versions for those who like paper.
The first half of book covers the basics of selling and the second half gets deep into the author’s school sales methods with incredibly valuable and easily implementable techniques.
As a professional coach, I found many elements in the book highly relatable, such as seeking clarity or assessing confidence levels about the project. I love how coaching is getting into everything I do, from parenting to sales to relationship. Anyway, I'm digressing.
I personally enjoyed the audiobook version, but I bet there are paper versions for those who like paper.
May 1, 2025
I LOVED the first quarter of this book - it revolutionized how I think about myself as an individual vs a professional. It was refreshing af to have a sales book be about attitude and mindset and belief systems over technical skills and tactics. The next two thirds of the book was skills/tactics which were fine but the last bit brought us back again to the idea of behavior and attitude and consistency really is the way to success. I loved this book. (Four stars instead of five because the middle chuck of the book was heavily tactic focused).
June 11, 2025
I found this book both insightful and unexpectedly enjoyable. Unlike your typical self-help or sales training guide, it reads more like a compelling conversation than a dry manual. What stood out most is how broadly applicable the lessons are—far beyond sales, the principles can enhance everyday communication in both personal and professional settings. At its core, this is really a communication book, and that’s what makes it so valuable. I’m genuinely excited to put the method into practice—and I’d absolutely recommend it to anyone looking to improve how they connect and communicate.
February 19, 2024
Fell asleep a few times listening to this.
But various sales techniques and methods of social engineering.
I'll need to revisit this in written form.
Upfront contracts - establishing desired outcomes upfront and receiving buy-in.
Pain Selling - selling via problem solving not on features and benefits.
But various sales techniques and methods of social engineering.
I'll need to revisit this in written form.
Upfront contracts - establishing desired outcomes upfront and receiving buy-in.
Pain Selling - selling via problem solving not on features and benefits.
February 22, 2024
To be honest, this book bored me a lot. I started reading it based on a colleague's recommendation, but I never enjoyed it. By the time I reached 50%, I felt it wasn't providing any value, lacked clear structure, and wouldn't be beneficial for my career. I decided to finish it anyway, but I never managed to feel engaged with it.
July 5, 2025
This book really lays out how the modern sales processes needs to be handled. To many people are falling victim to the old and outdated systems of selling that have been used for decades.
This is a well thought out and well written book and sales processes that will transform your career as a salesperson.
Take lots of notes and revisit this one, it’s worth it!
This is a well thought out and well written book and sales processes that will transform your career as a salesperson.
Take lots of notes and revisit this one, it’s worth it!
February 23, 2023
I’ve been through several sales training programs and this has been the most effective sales framework of them all. It came highly recommended by several friends and mentors, and it did not disappoint.
April 5, 2024
This is the best of all the Sandler books, but still very hard to follow the process given that there are soooo many random rules. But it is the most methodical of all the Sandler books I've read. Also feels a little outdated.
September 16, 2024
David Sandler should be a no brainer text for any salesperson. Excellent selling system that has been sampled, stolen and imitated by every guru ever since. Skip the new crap thats out there, David will cut through the noise for you.
July 28, 2025
Struggled at times with the points included. While plenty of valuable insights are included, I struggled with the word “manipulate.” In my eyes, sales is about winning hearts and minds and manipulation has no part in that.
June 29, 2018
Beneficial for work
October 10, 2018
Solid sales book. Definitely recommend it.
Currently reading
August 12, 2019Sitting on my shelf - thinking I'll read some old-school sales basics. There are timeless simple skills that are often lost on sales reps today. Worth a read.
January 12, 2020
An excellent read - I can tell this author writes from experience, and the proposed solutions and explanations provide clarity where other sales authors merely provide clichés. Worth reviewing.
September 17, 2021
What a great sales book for B2C. Looking forward to come back to this in the future.
December 2, 2021
A great book about breaking down sales into a process. A great read for any sales team!
December 22, 2021
Instructive and helpful, Sandler lays out ways of becoming a better salesman. Recommend for anybody looking to learn a different approach to selling.
January 28, 2022
As a beginner with little sales experience I thought this was a great book. Easy to digest material that could be immediately implemented.
September 12, 2022
Finally à Nice sales book!
Highly recommended, specially the second part of the book!
Highly recommended, specially the second part of the book!
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