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:
Zig When Others ZagSell Adult To AdultEverything Is An IcebergNo CoastingManage Behavior, Not ResultsUse A Sales ProcessEmbrace Deliberate PracticeIf 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!"