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The Sales Survival Handbook

The Sales Survival Handbook

by Jeb Blount, Ken Kupchik
Publisher: AMACOM
Release Date: September 2017
ISBN: 9780814438657
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Book Description

Welcome to the world’s oldest profession . . . sales.

Working in sales, you have the opportunity to make more money and drink more coffee than you ever thought possible! You also get these bonus benefits: customers who lie to your face, quotas that change as soon as you hit them, management that puts soul-crushing demands on you to produce . . . and so much pressure you’re likely to experience PSSD (Post Sales Stress Disorder). Whether you’ve been in sales for a while, are new to the game, or just need a lift, this humorous yet practical guide shows you how to:

  • Overcome objections without tears
  • Get out of a sales slump…legally
  • Cold call without sedatives
  • Beg for referrals
  • Spot common types of customers, coworkers, and managers
  • Decipher compensation plans
  • Deal with the day-to-day
  • Maintain a social life (mission impossible)
  • And much, much more

The Sales Survival Handbook contains all the do’s, don’ts, quizzes, lists, and real-world advice you need to survive the agony and enjoy the ecstasy of your sales career.

Table of Contents

  1. Cover
  2. Half title
  3. Title
  4. Dedication
  5. Contents
  6. Foreword
  7. Introduction
  8. 1. Welcome to Sales
    1. Is Sales Right for You? (Quiz)
    2. Sales Terms and Definitions
    3. What to Expect: The Good, the Bad, and the Crazy
    4. Coming to Terms: The Five Stages of Sales Grief
    5. Picking the Right Company and Spotting Red Flags
  9. 2. Everyday Life in Sales
    1. Coming Out to Your Family and Friends As a Salesperson
    2. The Different Types of Salespeople
    3. The Different Types of Sales Managers
    4. Comp Plans, Sandbagging, and How to Deal with Inconsistent Income
    5. Getting Along with Your Coworkers in Sales
    6. The Sales Diet
    7. Mission Impossible: Dating While Working in Sales
    8. Dealing with the Long Hours
  10. 3. Prospecting
    1. Irrational Optimism: The Truth About How to Succeed in Sales
    2. Leads and Why Most of Them Suck
    3. How to Beg for Referrals
    4. Cold-Calling
    5. Business-to-Business Sales
    6. Business-to-Consumer Sales
    7. Door-to-Door Sales
    8. How to Get Out of a Sales Slump Without Breaking the Law
  11. 4. Customers
    1. The Different Types of Customers
    2. Are Buyers Really Liars?
    3. Building Rapport
    4. Listening: The Most Important Sales Skill
    5. Objections and How to Overcome Them Without Tears
    6. Dealing with Rejection
    7. Closing the Deal
  12. 5. After the Sale
    1. What to Do/Not to Do After the Sale
    2. Spending Your Commission Checks
    3. Going from Hero to Zero
    4. Sales Management: Getting Promoted
    5. Sales Trainers and How to Spot the Con Men
    6. How to Switch Sales Jobs
    7. Rules for Quitting Your Sales Job
    8. Writing Your Letter of Resignation
    9. PSSD (Post-Sales Stress Disorder)
  13. Conclusion
  14. Acknowledgments
  15. Notes
  16. Index
  17. About the Author
  18. Free Sample from New Sales. Simplified.
  19. About Amacom
  20. Copyright