你无法在研讨会上教会孩子骑自行车
You can't teach a kid to ride a bike at a seminar
David H. Sandler、John Hayes · 初版 1995 年
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David H. Sandler 曾是一名推销员，他厌恶传统销售流程中的一切。他讨厌打陌生拜访电话，也讨厌在费尽心思做完陈述后才发现潜在客户根本没有预算或决策权来购买他的产品。他还不喜欢等待潜在客户做决定，因为他知道客户只是在利用这段时间去接触其他供应商以寻找更划算的交易。Sandler 决定彻底颠覆销售流程，让销售人员而非买方掌握主导权。他撰写了《You Can’t Teach a Kid to Ride a Bike at a Seminar》一书来阐述 Sandler Selling
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……这些书。比起任何编程书，它们对我成为现在的程序员帮助大得多。《与众不同，否则出局》（Differentiate or Die）- Jack Trout；《创业的艺术》（Art of the Start）- Guy Kawasaki；《控制软件项目》（Controlling Software Projects）- Tom DeMarco；《你无法在研讨会上教会孩子骑自行车》（You Can't Teach a Kid to Ride a Bike at a Seminar）- David Sandler；《卡内基传》（Carnegie）- Peter Krass；《快步前行》（Do More Faster）- Brad Feld 和 David Cohen；《技术创业史》（Founders at Work）- Jessica Livingston。但如果非要我只挑一本：Felix Dennis 的《如何致富》（How to Get Rich），因为……
…books. They helped me become the programmer I am much more than any programming book. Differentiate or Die - Jack Trout Art of the Start - Guy Kawasaki Controlling Software Projects - Tom DeMarco You Can't Teach a Kid to Ride a Bike at a Seminar - David Sandler Carnegie - Peter Krass Do More Faster - Brad Feld and David Cohen Founders at Work - Jessica Livingston But if I had to pick only one: How to Get Rich - Felix Dennis because…
……这里的建议非常中肯，但它探讨的已经超出了以你能承受的项目价格搞定客户的阶段。在这方面帮了我大忙的一本书是 Sandler 写的《你无法在研讨会上教会孩子骑自行车》（You can't teach a kid to ride a bike at a seminar）
…of the advice here is spot on but it reaches past the point that you landed a customer at a project price that you can endure for some period of time. A book that helped me with this a great deal was "You can't teach a kid to ride a bike at a seminar" by Sandler
去参加一些培训或教练辅导或许是个好主意。我学的是桑德勒销售系统（Sandler），但可能还有别的。有一本介绍这套体系的入门书叫《你无法在研讨会上教会孩子骑自行车》（You Can’t Teach a Kid to Ride a Bike at a Seminar）
It might be a good idea to get some training or coaching. I learned Sandler but there are probably others. There is a book that’s an intro to the system called You Can’t Teach a Kid to Ride a Bike at a Seminar
……‘让他们知道这件事？’。对于这个回答，我怀疑 —— 陌生拜访（cold calls，想想就起鸡皮疙瘩）—— 永远不会是首选。除此以外，感谢分享你团队成员的故事。顺便提一下，这里有关于《你无法在研讨会上教会孩子骑自行车》（you can't teach a kid to ride a bike at a seminar）这本书的两条二星评价（这到底算什么书名啊？难道你在研讨会上就真不能教孩子骑车了吗？那怎么教孩子更好？让他们去读书？或许这本书该叫‘你无法教……
…let them know about it?'. To that answer, I doubt - cold calls 'brrr' - will ever be a top choice. Otherwise, thanks for sharing your team members stories. ps. here are the 2 starred reviews from the 'you can't teach a kid to ride a bike at a seminar' book (what kind of title is that anyways? Surely you CAN teach a kid to ride a bike at a seminar. How better to teach a kid? By having them read a book? Maybe it should be called 'you can't teach…