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!”
Jody Williamson is an experienced Sandler trainer who plays an important role in Sandler’s worldwide organization. He brings over 25 years of real world sales, management, and training experience to his clients. Williamson currently heads a Sandler training center.
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