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: 1.Zig When Others Zag. 2. Sell Adult To Adult. 3. Everything Is An Iceberg. 4. No Coasting. 5. Manage Behavior, Not Results. 6. Use A Sales Process.7. Embrace Deliberate Practice. 8. If 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!"
