Book Reflection Essay

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Book Reflection: More than Just A Seminar
In the book You Can’t Teach A Kid to Ride A Bike At A Seminar: The Sandler Sales Institute’s 7-Step System For Successful Selling by David H. Sandler, he teaches to put the sales prospect to control the sale without lying, being subservient, and forfeiting your self-respect. The title is in reference to one of the main points that going to seminars don’t work anymore and provide false confidence. The Sandler Sales System uses techniques and psychology that goes against the traditional sales system, in order to level the playing field for both the prospect and the salesperson. I decided to put this book to the test. I figured this book was perfect for me because I’m not set on the traditional sales technique …show more content…

The Sandler System Institute (SSI) believes “the best thing about failure is that it strengthens your ‘gut’ system” (45). Sandler uses his own story as a salesperson and how his system evolved through his career. He lost his job in his family business after a fight with his business partner. With no job, no money in the bank and a family, he was desperate to get back on his feet again. It was a lesson of fighting back and restarting again. After a few years, he developed his own program and founded the Sandler Sales Institute. Failing often and quickly enough can only build your career if you don’t allow to stand in your way. But these realizations are slow and they didn’t come to me all myself. With the help of this book, I developed a strong stomach (“gut” …show more content…

I couldn’t help but think, what are they thinking? I couldn’t control the sales call without understanding the other person on the line. A hurdle for me was being on the phone, where you can’t see facial experiences and body language. I understood from my first couple of calls that the prospect had the upper hand. They want to gather as much information without giving up any. They understand that you bring something of value to the market, but they don’t want to pay for it. The prospect will lie, not because they are bad, but to defend themselves from overly eager, pushy salespeople. Even if you are not talking to the decision maker, the person on the other line (receptionist) is protecting someone who is busier than what you can imagine (doctors). Sometimes the salesperson is told “I’ll get back to you” in order to bring more information to the prospect. The prospect wants to hear you bring more to the table or see your numbers so they can go to your competition to negotiate. The prospect wants the salesperson’s expertise and salesperson returns with hope for a sale. Then you come to find out, nothing is going to

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