Summary of The Career Salesperson

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Rating

7 Overall

7 Applicability

7 Innovation

6 Style


Recommendation

Some business professionals say selling is a young person’s game, but not Stephan Schiffman. He offers excellent advice to older salespeople who want to retain their competitive edge. Over three decades, Schiffman personally trained hundreds of thousands of salespeople, so he brings great expertise to the subject. Some readers may find his periodic reminders to buy his books and sign up for his training courses a smidge pushy. However, his guidance is useful and getAbstract recommends this book to longtime sales professionals who want to re-energize their approach to serving their employers and marketing themselves.

In this summary, you will learn

  • Why the business world can be tough for older salespeople
  • How they can develop viable relationships with younger managers and customers
  • How older salespeople can re-energize their careers
  • How they can find new jobs.
 

About the Author

Stephan Schiffman has trained more than 500,000 salespeople for AT&T, Motorola and other companies. He is the author of Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!) among other books on sales topics.

 

Summary

The Assets and Anxieties of Older Salespeople
If you are an older salesperson, your world is changing. Younger people are moving into executive sales jobs. You may report to someone half your age. Your customers are getting younger, too. You may have little in common with them. Dealing...

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