You can't teach a kid to ride a bike at a seminar

by David H. Sandler

David H. Sandler was a salesman who hated everything about the typical sales process. He hated making cold calls and giving presentations only to discover prospects did not have the money or authority to buy his products. He also disliked waiting for prospects to make up their minds about buying, because he knew the prospects were using their time to approach other suppliers to find better deals. Sandler decided to turn the sales process on its head and put the salesperson, not the buyer, in control. He wrote You Can’t Teach a Kid to Ride a Bike at a Seminar to explain the Sandler...

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