-
- News
- Books
Featured Books
- pcb007 Magazine
Latest Issues
Current IssueThe Sustainability Issue
Sustainability is one of the most widely used terms in business today, especially for electronics and manufacturing but what does it mean to you? We explore the environmental, business, and economic impacts.
The Fabricator’s Guide to IPC APEX EXPO
This issue previews many of the important events taking place at this year's show and highlights some changes and opportunities. So, buckle up. We are counting down to IPC APEX EXPO 2024.
Getting to Know Your Designer
In this issue, we examine how fabs work with their design customers, educating them on the critical elements of fabrication needed to be successful, as well as the many tradeoffs involved. How well do you really know your customer? What makes for a closer, more synchronized working relationship?
- Articles
- Columns
Search Console
- Links
- Events
||| MENU - pcb007 Magazine
The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction—The Real Truth About Life in Sales
July 19, 2017 | Dan BeaulieuEstimated reading time: 1 minute
The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction—The Real Truth About Life in Sales
Author: Ken Kupchik
2017 Amacom (publishing September 21, 2017)
$17.95
You have to laugh, right? One of the best tools to have in your kit when you’re in sales is a great sense of humor, and that’s what this book is all about. Imagine a sales book written by Jerry Seinfeld and you’ll get a good idea of what this book is like. Filled with all kinds of valuable advice, including everything from cold calling to handling rejection, the author uses humor to make us laugh at ourselves while learning how to be better salespeople.
Kupchik takes serious subjects and turns them into funny and ironic lessons that you’ll laugh about every time you remember them. Here are just a few gems from this book:
When having a sales call with a new customer:
- Do listen intently to the words the customer is using
- Don’t start speaking in a fake British accent halfway through the conversation
When doing research on a customer:
- Do research on the prospect company before making contact
- Don’t conduct your research by flying a small drone outside the company’s office building
- Don’t laugh uncontrollably when you hear the size of their budget
On sending proposals:
- Do send your proposal in a timely manner
- Don’t get down on one knee when pitching your proposal
- Don’t follow the customer around in your car after you’ve sent the proposal
And one more tip on choosing the right neighborhood if you are into door-to-door sales: Don’t go into the neighborhood if the houses all have bars in the windows, most of the buildings are abandoned, and most of the cars are up on cinder blocks.
This is one of the most enjoyable business books I have ever read. But don’t get the wrong idea; this book is also full of very good sales advice. I can truthfully tell you that reading this book will be the most fun you have reading a business book in your entire career.
Suggested Items
NCAB Promotes Arjan Sinoo to VP Global Sales
03/28/2024 | NCABArjan Sinoo, currently Managing Director of NCAB Group Benelux, has been promoted to the position of VP Global Sales and member of the Group Management of NCAB when he takes over the position from Howard Goff, who has recently been appointed VP and president North America.
SCHWEIZER Announces Preliminary Group Figures for 2023 Financial Year
03/27/2024 | Schweizer Electronic AGThe preliminary and unaudited results of the SCHWEIZER Group confirm the major and successfully completed turnaround in 2023. Sales rose to a record of EUR 139.4 million, exceeding expectations with an increase of 6.4 percent.
Insulectro’s Technology Village to Feature 35 Powerchats at IPC APEX EXPO
03/25/2024 | InsulectroInsulectro, the largest distributor of materials for use in the manufacture of PCBs and printed electronics, will present its popular and successful 13.5-minute PowerChats™ during this year’s IPC APEX EXPO at the Anaheim Convention Center, April 9-11, 2024.
North American PCB Industry Sales Down 11.6% in February
03/25/2024 | IPCIPC announced today the February 2024 findings from its North American Printed Circuit Board (PCB) Statistical Program. The book-to-bill ratio stands at 1.07.
It’s Only Common Sense: Meet the New Young Guns in Sales
03/25/2024 | Dan Beaulieu -- Column: It's Only Common SenseI have been working quite a bit lately with younger people. These salespeople are literally two generations removed from my own demographic (and most of our industry’s demographic). Most of them are 30 years old or younger. I’d dare to call them “hotshots” because they are hungry, ambitious, and passionate, and they want to succeed.