The Contrarian Salesperson

Summary

800 CEO Read's Business Book Best Seller
To keep his job, struggling salesperson Alan Atleaster must master the Eight Rules of the Contrarian Salesperson – the essential elements of 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!"