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David H. Sandler and John P. Hayes You Can't Teach a Kid To Ride a Bike at a Seminar: The Sandler Sales Institute's 7-Step System for Successful Selling Buy this title or join our Management Literature Club and have a chance to GET IT FREE! |
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The author, John P. Hayes, Ph.D. jhayes@reporters.net , July 14, 1999 How I Wrote This Book With David Sandler The late David Sandler was not only one of the most remarkably funny guys, he was also a brilliant salesman. Imagine, then, trying to sell to HIM! That's the position I was in many years ago when he called and asked me to visit with him and his staff and make a presentation to sell my public relations services. (At that time, I owned one of the leading PR agencies in the franchise community). I was nervous when I met Sandler, the ultimate salesman, and tentative at best while making my presentation. To his credit, he was very kind. More so, he hired my agency and we worked with him for several years. On one occasion Sandler said that he'd like to write a book. He knew that I had written books for other franchise executives, including Don Dwyer (Target Success) and John Kinch (Franchising: The Inside Story). Sandler asked me to write You Can't Teach A Kid To Ride A Bike At A Seminar with him. I was eager to accept the challenge -- and what a challenge it was. Sandler wasn't a "details" type of guy. Getting him to sit still for an interview was a challenge all of its own, although I managed to do so twice. However, what he preferred to do was send me boxes of material and let me sort through them to find the content of the book. And that's pretty much how it worked. I read reams of materials. I then sorted the materials and started writing. As I finished a chapter I'd send it to Sandler, he'd make some changes and send it back to me. Occasionally we'd clarify a point or two by telephone. And that's how the book was completed. Originally Sandler intended to self-publish the book. But when I finished the last chapter I told him that the book could easily land a commercial publishing contract. As it turned out, the book attracted three different offers and Dutton won out. Unfortunately, before the book was published, David died. However, he lives through the book, and I'm sure he would have appreciated that. He touched the lives of thousands of sales people while he was alive, and now the book continues to do so as well.
The publisher, Dutton / Signet, December 20, 1997 We have never published a sales book that has overwhelmed readers as much as David Sandler's "YOU CAN'T TEACH A KID TO RIDE A BIKE AT A SEMINAR." If you sell or run a business, this is a 'must have' for your business library
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