The ‘Accidental Salesperson’ speaks

The second and third sales, says Lytle, are more important than the first.

Chris Lytle’s 2000 book, “The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve,” is treated as gospel by many salespeople across the country. Lytle has been lecturing on his straight-ahead, nonmanipulative style for over two decades. The American Management Association will rerelease “Accidental” this month.

What’s changed for salespeople since the initial release of the book?

There’s a lot more buying committees. There might be five or six people making a decision, and you’ve only met one. Plus, the buyer is only one or two clicks away from a lower price. But the other side of that is that there’s information overload, and a good salesperson can cut through the clutter.

What hasn’t changed?

You’ve got to be of the mind-set that you’re going to help the customer get what they want, instead of what you want, which is a commission. You’re never a successful salesperson until you walk away from a deal that’s not right for you or the customer. As soon as you say, ‘I don’t need this sale for my quota,’ you’re on the right track.

Why do you say that “closing” is not the purpose of selling?

When I was a young radio advertising rep, I figured out that the second and third sale was more important than the first. If I could create a customer, I could create a base of business, and I didn’t have to sell so hard. For me, you should replace ‘closing’ with ‘opening.’ It’s more accurate: You’re opening a business relationship. But you don’t have a business relationship until they write you a check.



News
Entertainment
Sports
Lifestyle
National

California passes 'yes-means-yes' campus sexual assault bill

Californian lawmakers passed a law on Thursday requiring universities to adopt "affirmative consent" language in their definitions of consensual sex, part of a nationwide drive to curb sexual assault on…

National

Syrian refugees top 3 million, half of all…

By Stephanie NebehayGENEVA (Reuters) - Three million Syrian refugees will have registered in neighboring countries as of Friday, but many remain trapped by the advance…

International

North Korean leader's money manager defects in Russia:…

A senior North Korean banking official who managed money for leader Kim Jong Un has defected in Russia and was seeking asylum in a third country, a South Korean newspaper…

Local

MAP: New York City Street Closures August 29,…

The Department of Transportation and NYPD said there may be residual delays near all of the street closures on August 29, 31 and 31. Several streets and avenues will be…

Going Out

'Friends' coffeehouse Central Perk coming to NYC —…

"Friends" is coming back for a one-off special: "The One with the Free Coffee." Warner Bros. is bringing a pop-up replica of Central Perk, the…

Movies

Interview: 'As Above, So Below' directors: 5 ways…

The fraternal directors of the found footage horror "As Above, So Below" dish on the best ways to frighten the bejesus out of audiences.

Movies

Criterion's new Jacques Demy box mixes the light…

Jacques Demy, the most effervescent of French New Wave filmmakers, gets a Criterion box all to himself, with classics like "The Umbrellas of Cherbourg."

Entertainment

Comedian Joan Rivers, 81, rushed to New York…

NEW YORK (Reuters) - Acerbic comedian and fashion critic Joan Rivers was rushed to Mount Sinai Hospital in New York on Thursday after she reportedly…

NFL

3 things we learned in the Giants preseason…

The final score didn’t matter — a 16-13 win by the Giants — but it would’ve been nice to finally see Big Blue’s new-look offense get on track.

NFL

NFL Power Rankings: Seahawks, Broncos, Patriots, 49ers start…

NFL Power Rankings: Seahawks, Broncos, Patriots start at top

U.S. Soccer

5 facts about new England captain Wayne Rooney

Manchester United striker Wayne Rooney was named as the new England captain by coach Roy Hodgson on Thursday.

NFL

Jets vs. Eagles: 3 things to watch

A win on Thursday night at the Eagles would give the Jets a 3-1 record and just their second winning preseason under head coach Rex Ryan.

Style

Trend: White hot on the 2014 Emmy's red…

White was one of the big trends on the Emmy's red carpet.

Food

Recipe: Samuel Adams beer-marinated grilled shrimp

Summer calls for two things: a cold beer and light food. Sam Adams' Latitude 48 IPA fairly bursts with citrus notes, making it an ideal marinade…

Wellbeing

4 healthy ingredient swaps to make your meals…

When it comes to eating well, everyone knows they could be doing better. But cooking in an apartment on a busy schedule is a recipe…

Wellbeing

Heart trumps brain when it comes to movies…

When you need a good cry, do you reach for the movie that’s “based on a true story”? Science says you’re giving your brain far…