sandler is by far the best method suited to technical people that I have seen. Ultimately in sandler you do not persuade or pitch. You dont talk about benefits,

sandler is by far the best method suited to technical people that I have seen. Ultimately in sandler you do not persuade or pitch. You dont talk about benefits, features, or yourself. "You cant teach a kid to ride a bike at a seminar" You ask questions to understand the problem and help guide a prospect to a yes or equally good, a no. Other complementary books are SPIN selling, (where spin is an acronym for types of questions) challenger sales, and getting naked. They all advocate for a consultative approach to sales where you ask questions vs. pitch.