The Contrarian Salesperson: A Parable for Non-Traditional Selling
In this fast-paced business parable, fed-up boss Harvey Hardnose sends a struggling salesperson, Alan Atleaster, into the care of eccentric sales coach Carl Contrario. Over the next eight weekends, Alan strives to hold on to his job … by learning, and living, the Eight Rules of the Contrarian Salesperson:
1. Zig When Others Zag
2. Sell Adult To Adult
3. Everything Is An Iceberg
4. No Coasting
5. Manage Behavior, Not Results
6. Use A Sales Process
7. Embrace Deliberate Practice
8. If You Feel It, Say It
Based on the field-tested principles of the Sandler Selling System, THE CONTRARIAN SALESPERSON gives sales professionals a compulsively readable primer on the eight essential elements of non-traditional selling. As Carl Contrario puts it: “Contrarian Salespeople are all about doing the opposite of what other salespeople do … because if you act like every other salesperson, you’re going to be treated like every other salesperson!”
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