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    Cole Schoolland

    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, Sal

    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!
    …more

    Kasia Szafranowska

    Bardzo podoba mi się podejście Davida Sandlera do życia i sprzedaży. Jest odważny, bezkompromisowy i szczery do bólu.

    Koncepcja sprzedaży jest bardzo prosta:

    1. Znajdź odpowiednich klientów
    2. Rozpoznaj BÓL klienta
    3. Przedstaw produkt jako rozwiązanie do bólu
    4. Upewnij się, że klient ma pieniądze
    5. Upewnij się, że klient jest osobą decyzyjną

    Najbardziej cenię u Sandlera, że podchodzi on do sprzedaży jako rozwiązywaniu problemów, zamiast sprzedazy tematu. Jeśli nie ma bólu, nie ma sprzedaży. Widzę t

    Koncepcja sprzedaży jest bardzo prosta:

    1. Znajdź odpowiednich klientów
    2. Rozpoznaj BÓL klienta
    3. Przedstaw produkt jako rozwiązanie do bólu
    4. Upewnij się, że klient ma pieniądze
    5. Upewnij się, że klient jest osobą decyzyjną

    Najbardziej cenię u Sandlera, że podchodzi on do sprzedaży jako rozwiązywaniu problemów, zamiast sprzedazy tematu. Jeśli nie ma bólu, nie ma sprzedaży. Widzę to sama w swoim biznesie.

    Zamiast informaować klienta, podawac mu korzyści i cechy produktu, skup się na wyciągnięciu bólu – to najważniejsza myśl Sandlera z tej książki.

    Jednocześnie uwielbiam jego historie i kreatywne podejście do sprzedaży. Nie tylko nauczyłam się konkretnego podejścia, to uśmiałam się po pachy.

    Dobra lektura na weekend 🙂
    …more

    Cole Schoolland

    Oct 02, 2014

    rated it
    it was ok

    As a sales professional, I had really high hopes for this book. Sandler’s methods are a very core part of my day-to-day operation. However, while the methods may be good, Sandler himself seems to be horrible at organizing them for you.

    I’m participated in many trainings where I have been presented with Sandlers method by those who teach it. In this setting, everything is very clear. In his own book, Sandler really fails to lay everything out in an approachable, repeatable way.

    For instance, the

    I’m participated in many trainings where I have been presented with Sandlers method by those who teach it. In this setting, everything is very clear. In his own book, Sandler really fails to lay everything out in an approachable, repeatable way.

    For instance, the best way you can describe your method are the compartments of a submarine? Who understands submarines? Its a very macabre mechanism.

    Skip the book. Take a class, or read someone else’s book.
    …more