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Top key points from The Sales Survival Handbook by Ken Kupchik, foreword by Jeb Blount

  1. Sales is a tough job, but it can be rewarding if you have the right mindset.

  2. Attitude is everything in sales. If you believe in yourself and your product, you're more likely to succeed.

  3. It's important to be persistent and keep following up with potential customers, even if they don't respond right away.

  4. Always be prepared for objections and have responses ready.

  5. Practice active listening and ask questions to better understand your customers' needs and concerns.

  6. Don't just sell features, sell benefits. Customers want to know how your product will help them.

  7. Use stories and anecdotes to illustrate the value of your product.

  8. Build rapport with your customers and show them that you care about their success.

  9. Don't be afraid to ask for the sale. If you don't ask, you won't get it.

  10. Use social media and other digital tools to connect with potential customers and build your brand.

  11. Stay organized and use a CRM system to keep track of your leads and follow-ups.

  12. Always be learning and improving your skills. Attend seminars, read books, and listen to podcasts.

  13. Don't take rejection personally. It's a part of the job and it happens to everyone.

  14. Learn to manage your time effectively and prioritize your tasks.

  15. Don't be afraid to delegate tasks to others on your team.

  16. Build a strong network of contacts and referral sources.

  17. Take care of your physical and mental health to stay energized and focused.

  18. Don't be afraid to take risks and try new things.

  19. Celebrate your successes and use them to motivate yourself to keep going.

  20. Stay positive and keep a sense of humor, even when things get tough.


Kupchik, K. (2017). The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction—The Real Truth About Life in Sales. AMACOM.