You Can’t Teach a Kid to Ride a Bike at a Seminar
By David H. Sandler
One of the most essential business skills is the ability to sell. For some, selling is about a purchase transaction that trades money for a product or a service. This is what most people think about when they talk about sales: cars, internet service, software, and etc. For others, selling is about getting people on board with your ideas or asking people to join your organization. I’m a firm believer in getting better and improving your skills, no matter what it is that you are selling. You Can’t Teach a Kid to Ride a Bike at a Seminar is a book that will give you a new outlook and level up your skillset in the sales arena.
David Sandler’s book focuses on the seven-step selling system that he developed and includes his personal story of learning a new way to sell. Sandler didn’t choose to get into a selling career but was forced into it after a bad business partnership that caused him to lose his family business. He started selling to beat his former partner and ended up forming a system that worked remarkably well. Sandler’s story begins early with a reluctance to cold call and how he overcame the feelings of fear or rejection to find that the benefits of successful sales outweighed the negatives.
This book uses Sandler’s story to outline a process for sales that has helped many people find success in the sales arena. The story is interesting to read and enjoyable, but the real value comes from the tips and mindset that are shared throughout the book.
There are several great tips and “how-tos” in the book, but one I found most beneficial is the up-front contract. The book calls it “painless, honest, and effective.” The up-front contract is about setting the rules of engagement and defining what both sides, seller and buyer, will agree to as part of the sales process. It also has a foundation in legal concepts and allows both sides to know when and how to continue the conversation. As a salesperson, I would rather find out sooner rather than later if a prospect was not going to buy so that neither of us wastes each other’s time.
You Can’t Teach a Kid to Rike a Bike at a Seminar is a practical and worthy book for anyone who is involved in sales, business development, or growing an organization. Some of the advice is contrary to typical sales training, but it proves to be effective and useful for both traditional and non-traditional salespeople.
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About Phil Klutts
Phil is an Edmond native and has managed to keep his wife here instead of traveling the world, which they both enjoy. They have two boys who love the outdoors, adventures, and learning new things. Phil is a problem-solver at heart and enjoys connecting people to the resources they need.
Phil founded the CK Group LLC after working for large and small businesses in the Energy, Construction, and Fitness industries. He focuses on helping small businesses and entrepreneurs improve their systems and processes. CK Group LLC's mission is to eliminate chaos and create clarity for small business by connecting vision, strategy, and implementation.