Lying customers. Changing quotas. Soul-crushing management. PSSD-inducing pressure (Post Sales Stress Disorder). What’s not to love about the world of sales?
Whether you’ve been in sales for a while, are new to the game, or just need a lift, The Sales Survival Handbook shows you how to:
- Overcome objections without tears (yours and theirs)
- Get out of a sales slump legally
- Cold call without needing sedatives
- Beg for referrals (yes, beg)
- Spot common types of customers, coworkers, and managers
- Maintain a social life (mission impossible?)
Complete with quizzes, lists, real-world advice, and all the dos and don’ts that have popped up thus far in the sales world, The Sales Survival Handbook offers you everything you need to survive the agony and enjoy the ecstasy of your sales career.
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PICKING THE RIGHT COMPANY AND SPOTTING RED FLAGS
You're now ready to find a company where you can finally put your sales knowledge to use. There are literally millions of sales jobs out there. But not all of them are created equal, so choose your new employer carefully and wisely.
Here are tips on finding the right company and red flags to watch out for along the way:
Try to find a company with a good reputation.
Tip: Conduct extensive online research about the company, including reading reviews from former employees if possible.
Red flag: The company is currently under investigation by the US Securities and Exchange Commission.
It helps to get a job selling a product that you truly believe in.
Tip: If you have to convince yourself that what you're selling provides value, it means you don't truly believe in your product
Red flag: If you're a vegan, selling steaks door to door will not be a good fit for you.
Make sure you feel comfortable with the person or people who will be your supervisor(s).
Tip: Ask lots of questions during the interview process to get a better idea of what you can expect if you decide to join the company.
Red flag: The sales manager interviewing you quietly pulls you aside and asks you to let him borrow some money and promises to pay you back as soon as possible.
Evaluate the office culture.
Tip: Before coming on board, ask if you can spend some time observing what goes on in the office day to day to get a better feel for what your work environment will be like.
Red flag: There are fistfights, and salespeople are betting packs of cigarettes on card games during the workday.
Find out how the compensation plan is structured.
Tip: Ask the hiring manager or sales manager interviewing you to provide a detailed breakdown of the comp plan and the average and median incomes of the company's other sales reps.
Red flag: The sales reps at the company appear to be eating only canned tuna and microwaved beans for lunch.
Find out what kind of support the company provides for sales reps.
Tip: Ask management if it provides leads or if you will be responsible for sourcing your own business. Also ask about sales training and continuing education.
Red flag: The sales reps are prospecting for customers by yelling at random people walking by the office on the street.
Sell the employer on why it should hire you.
Tip: When the hiring manager asks if you have any questions, always ask, "When can I start?" and always follow up the interview with a thank-you note and multiple follow-up emails and phone calls, showing your tenacity as a salesperson.
Red flag: If you ask, "When can I start?" and the sales manager answers, "Never, you idiot," it's safe to assume you didn't get the job.
Excerpted from THE SALES SURVIVAL HANDBOOK: Cold Calls, Commissions, and Caffeine Addiction: The Real Truth About Life in Sales by Ken Kupchik. Copyright © 2018 Ken Kupchik. Published by AMACOM Books, a division of American Management Association, New York, NY. Used with permission.
All rights reserved.
Table of Contents
1. WELCOME TO SALES 3
Is Sales Right for You? (Quiz) 5
Sales Terms and Definitions 8
What to Expect: The Good, the Bad, and the Crazy 11
Coming to Terms: The Five Stages of Sales Grief 15
Picking the Right Company and Spotting Red Flags 17
2. EVERYDAY LIFE IN SALES 21
Coming Out to Your Family and Friends As a Salesperson 23
The Different Types of Salespeople 25
The Different Types of Sales Managers 30
Comp Plans, Sandbagging, and How to Deal with Inconsistent Income 34
Getting Along with Your Coworkers in Sales 39
The Sales Diet 43
Mission Impossible: Dating While Working in Sales 47
Dealing with the Long Hours 50
3. PROSPECTING 57
Irrational Optimism: The Truth About How to Succeed in Sales 59
Leads and Why Most of Them Suck 63
How to Beg for Referrals 67
Business-to-Business Sales 75
Business-to-Consumer Sales 82
Door-to-Door Sales 90
How to Get Out of a Sales Slump Without Breaking the Law 96
4. CUSTOMERS 103
The Different Types of Customers 105
Are Buyers Really Liars? 110
Building Rapport 114
Listening: The Most Important Sales Skill 118
Objections and How to Overcome Them Without Tears 122
Dealing with Rejection 132
Closing the Deal 136
5. AFTER THE SALE 143
What to Do/Not to Do After the Sale 145
Spending Your Commission Checks 150
Going from Hero to Zero 154
Sales Management: Getting Promoted 156
Sales Trainers and How to Spot the Con Men 161
How to Switch Sales Jobs 165
Rules for Quitting Your Sales Job 168
Writing Your Letter of Resignation 170
PSSD (Post-Sales Stress Disorder) 172