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The Contrarian Salesperson

A Parable for Non-Traditional Selling

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800 CEO READ's Business Book Best Seller

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 listenable 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!"

©2016 Sandler Systems, Inc. (P)2017 Gildan Media, LLC Marketing et ventes Réussite personnelle Marketing Carrière Entreprise
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Very actionable, memorable and fun parable for the 8 Sandler rules, with great takeaways. Hits home on so many things we struggle with as salespeople who just want to be treated like people that add value. I've been doing it wrong this whole time! A must read for anyone in sales, or who is new like myself, and struggling with closing or any aspect of the sale in general. This is not your average advice.

Great lessons woven into an entertaining story

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