Cover image for The accidental salesperson : how to take control of your sales career and earn the respect and income you deserve
Title:
The accidental salesperson : how to take control of your sales career and earn the respect and income you deserve
Author:
Lytle, Chris.
Personal Author:
Publication Information:
New York : AMACOM, [2000]

©2000
Physical Description:
ix, 204 pages : illustrations ; 23 cm
Language:
English
ISBN:
9780814470831
Format :
Book

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HF5438.25 .L93 2000 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

Author Chris Lytle had modest career aspirations. He merely wanted to be the next Walter Cronkite. But instead of being offered a job in the newsroom, he was offered a job in the sales department. He took the sales job and became an ""accidental salesperson."" Most people don't choose sales as a career. Sales chooses them - and they end up wondering how to make the most of a profession they were never prepared for. They don't have to wonder anymore. In The Accidental Salesperson, Lytle gives readers a road map that anyone can use to excel in sales. Lively and entertaining, this somewhat unorthodox guide is packed with thought-provoking axioms, humorous and instructive anecdotes, specific strategies, and powerful tools - everything readers need to master essential lessons in sales and professionalism. Readers will find there are some things The Accidental Salesperson lacks - dull theories, manipulative methods, and high-pressure tactics. But with the wealth of money-generating, career-building techniques it does provide, we don't think those items will be missed." "


Author Notes

Chris Lytle (Madison, WI) is an acclaimed leader in sales training, the founder of the Lytle Organization, and a professional speaker and consultant.


Table of Contents

Introduction
1 The Choice
2 The Chart
3 The Challenge
4 Sales Department or Sales FORCE?
5 Lessons from The Tour: Developing a High-Margin Mindset
6 Why You Must Quit Making Sales Calls
7 Doing Everything Better: The Systematic Approach to Every Step in Your Process
8 What to Do if You Accidentally Get an Appointment
9 Do You Qualify?
10 Doing the Work Before You Get Paid for It and Other Secrets of Success
11 Closing Is a Funny Word for It
12 No Dessert Until You Finish Your Peas
13 Service Is Not Something You Do When You're Too Tired to Sell
Conclusion