Summary of The Career Salesperson

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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.

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.



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 with such changes is frequently difficult, and you may feel outmoded. But each workday, you somehow must put these feelings aside. After all, you work in the high-stress field of sales. You cannot afford to let hurt feelings affect your productivity.

You must produce results to get paid. Each day that you go out, you have to hit your territory hard and close deals. This often gets tougher as you get older. But you can take steps to ease the challenge. And if you have entered middle age, you can look forward to newfound joy in life. Research shows that people tend to be happy when they are young, progressively lose that contentment as they age, then regain it later in life. This third phase begins for women in their 40s and for men in their 50s. What accounts for the U-shaped curve of contentedness? Some researchers speculate that people “learn to adapt their strengths and weaknesses, ...

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