The Accidental Salesperson

by Lytle, Chris

• ISBN13: 9780814430866
• ISBN10: 0814430864
• Edition: 2nd
• Format: Paperback
• Copyright: 2012-06-27
• Publisher: Amacom Books

Summary

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 Salespersonis 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 booksthe second edition of The Accidental Salespersonguides readers through every aspect of selling to today's customers.

Author Biography

Chris Lytle is the President of Sparque, Inc. An acclaimed leader in sales teaming, 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

Table of Contents

Author's Note for the Second Edition	p. vii
Introduction	p. xi
The Choice… the Chart… the Challenge
Making the Choice	p. 3
Using the Chart	p. 19
Meeting the Challenge	p. 37
Transforming Your Sales Department into a Sales Force
Are You a Member of a Sales Department or Sales FORCE?	p. 53
Why You Must Quit Making "Sales Calls"	p. 65
Using a Systematic Approach for Every Step in Your Sales Process
Leveraging the Power of a Repeatable Process: Steps 1 and 2	p. 79
Getting in to See Anybody: Steps 3-9	p. 97
First Meeting Strategies: Step 10	p. 117
Transitioning from Needs Analysis to Proposal Meeting: Steps 11-13	p. 134
Writing Your Proposal: Step 14	p. 147
Making Your Presentation Like a Pro: Step 15	p. 160
"Closing" Is a Funny Word for It: Step 16	p. 169
Managing Your Career
Setting New Standards, Surpassing Old Limits	p. 191
Building Relationships Your Competitors Can't Steal	p. 203
Selling on Purpose with Purpose	p. 212
Index	p. 215
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