Sales Scripts that Sell, Second Edition

Why Sensible Selling Works

Finding a first job in sales isn’t terribly difficult, is it? Rumor has it that if you pass the “living, breathing, moving, talking, driving test,” you can have your choice of companies to work for. Thus, you are a marketable commodity. Many sales managers are willing to take a chance on you. They either train you formally, or they train you informally by allowing you to learn (not necessarily earn) by making expensive mistakes. Getting hired as a sales rep by a company is not usually a taxing problem; however, being certain that at the time you’re hired by a company, you also remember to “hire yourself” is.

What does it mean to hire yourself? Picture this. It’s Monday morning. You arrive at the office for a regional ...