The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve - Softcover

Lytle, Chris

Softcover

ISBN 10: 0814430864 ISBN 13: 9780814430866

Publisher: AMACOM, 2012

Synopsis

Author Chris Lytle knows from firsthand experience that not all salespeople plan on a career in sales. Like him, sales may have chosen you--and you’ve suddenly found yourself in a profession you’re not fully prepared for. In The Accidental Salesperson, the now-acclaimed leader in sales training offers advice and inspiration new salespeople might have missed when they skipped the career-planning stage--and provides the tools you need to fast-track your sales success. Filled with money-generating strategies, humorous yet instructive anecdotes, thought-provoking axioms, and powerful tools, this essential book includes guidance on selling to people who don't have time to meet, differentiating between information seekers and genuine prospects, using social media and other online tools, and building relationships competitors can't steal.Lively, entertaining, and mercifully free of the dull theories, manipulative methods, and high-pressure tactics of most sales books--the fully updated second edition of The Accidental Salesperson guides readers through every aspect of selling to customers in today’s marketplace.

About this title

Book Description:

Not all salespeople plan on a career in sales. Often, sales chooses them and suddenly they find themselves in a profession they aren’t fully prepared for. The Accidental Salesperson is the answer, providing the advice and inspiration they need to master the essentials and hit the ground running.

Fully updated to reflect the changes in the marketplace, the second edition provides a much-needed roadmap anyone can use to excel in sales. Filled with money-generating strategies, humorous yet instructive anecdotes, thought-provoking axioms, and powerful tools, the book includes brand new guidance on:

Selling to people who don’t have time to meet · Differentiating between infor mation seekers and genuine prospects · Using social media, Skype, GoToMeeting, WebEx, and other online tools · Building relation ships competitors can’t steal

Lively, entertaining, and mercifully free of the dull theories, manipulative methods, and high-pressure tactics of most sales books—the second edition of The Accidental Salesperson guides readers through every aspect of selling to today’s customers.

From the Back Cover:

The Accidental Salesperson, 2ed — paperback jacket copy

Advance Praise for The Accidental Salesperson:

“If you only read one book about sales this year, make The Accidental Salesperson your choice!”

— Jeff Sleete, Corporate Director of Marketing (Sales), Sinclair Broadcast Group

“Anyone, not just sales professionals, can benefit from reading The Accidental Salesperson. This is a must-read for my team at Morgan Stanley, and select clients will be receiving it as a gift.”

— Michael D. Patterson, Senior Vice President—Wealth Management, Financial Advisor

Have you chosen a career in sales? Or has it chosen you? Never fear if you didn’t plan on your sales role—the fact is, most people who sell got into sales “accidentally”. A classic guide that shows you how to master the essentials and hit the ground running, The Accidental Salesperson provides a lively, entertaining boost of inspiration, giving you immediately usable, repeatable processes for:

Generating leads and inquiries

· Getting your first face-to-face meeting or telephone meeting with a prospect

· Weeding out prospects from information seekers

· Keeping the sale open long enough to get it closed

· Writing and making proposals

· Confirming the sale

· Following up and growing the relationship

Fully updated to account for the changes in the marketplace since the book’s original publication, the second edition helps you contend with buyers who now have access to an unprecedented amount of information on the Internet; sell to committees rather than to a single decision maker; and use social media, Skype, GoToMeeting, WebEx, and other online tools. The book contains new features, such as The Proposal Producer, which helps you transform data into client-focused proposals, and a Platinum Service Checklist, enabling you to follow up each sale with a systematic series of “touches” designed to help you build relationships your competitors can’t steal.

Whether you’re a young professional who’s just discovered the best jobs are sales jobs or a veteran sales pro in need of a booster shot to take you to the next level, The Accidental Salesperson gives you the money-generating strategies you need to master every step of the selling process and sell successfully to today’s customers.

CHRIS LYTLE is the President of Sparque, Inc. An acclaimed leader in sales training, he has conducted more than 2,100 seminars worldwide and is the author of The Accidental Sales Manager. He lives in Chicago, Illinois. Visit Chris’s website, theaccidentalsalesperson2012.com

About this edition

• Publisher: AMACOM
• Publication date: 2012
• ISBN 10: 0814430864
• ISBN 13: 9780814430866
• Binding: Paperback
• Edition number: 2
• Number of pages: 240