The Certifiable Salesperson: The Ultimate Guide to Help Any Salesperson Go Crazy with Unprecedented Sales!

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John Wiley & Sons, Jan 19, 2004 - Business & Economics - 165 pages
"If you are a salesperson, you will find yourself in this book. Treat it like your road map to success and you will be a professional salesperson."
- Willis Turner, CSE President, Sales and Marketing Executives International, Inc.

"This action-oriented book covers the best practices of top sales performers in all critical areas. The lessons are easy to learn and they will help you forge more rewarding customer relationships, a higher income, and a richer career satisfaction. A must-read for any salesperson who wants to improve and reach the next level of success."
- Gerhard Gschwandtner, founder and Publisher, Selling Power magazine

"As a professor teaching MBA students for twenty years, I encourage everyone in management to make this required reading for their sales teams."
- Dr. Michael Russell, Chairman of the Marketing Dept., St. Bonaventure University

"Each page is full of ideas for instant sales and commissions!"
- Anthony Parinello, author of Secrets of VITO: Think and Sell Like a CEO
 

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Contents

The Road to Sales
1
The Mind and Body of a Great Salesperson
10
Discipline of a Top Salesperson
19
The Likeability of a Great Salesperson
24
The Voice of a Great Salesperson
33
The Image of a Great Salesperson
36
The Need for and Art of Friendly Control
40
Understanding Different Personalities
45
Shutting Down the Competition
91
Powerful Presentations
97
Objection Prevention
111
Commandments of Closing
114
Overcoming Final Objections
119
Facts and Fears of FollowUp
127
The Competitive Advantage of Referrals
132
The Vision of a Great Salesperson Goals
136

Using Your Instinct to Read Others
55
Anatomy of a Sale
59
Networking
63
Getting as Many Appointments as Possible
66
Overcoming the Fear of Rejection
74
Great Greetings
78
Qualifying
81
Time Planning
143
SelfAnalysis of Great Salespeople
147
The Lunch
152
Months Later
154
Endnotes
157
Index
159
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About the author (2004)

TOM HOPKINS carries the standard as a master sales trainer and is recognized as the world’s leading authority on selling techniques and salesmanship. Over three million people on five continents have attended Tom’s high-energy live seminars. Tom personally conducts seventy-five seminars each year, traveling throughout the United States, Canada, Australia, New Zealand, Singapore, Malaysia, Taiwan, and the Philippines. He is the author of eleven books, including How to Master the Art of Selling, which has sold 1.4 million copies. In 1976, Tom founded Tom Hopkins International. Today, over 35,000 corporations and millions of professional salespeople utilize his professional sales training materials.


LAURA LAAMAN is an award-winning speaker, trainer, and author. She has been WOWing salespeople, managers, and customer service representative audiences with powerful and entertaining presentations since 1989. Laura shares the stage with other top speakers including Tom Hopkins and Zig Ziglar. Along with her staff, Laura has helped thousands of companies in the United States and Europe SELL MORE by using the vital techniques she del ivers at her training seminars and presentations. New salespeople and veterans alike look up to her because of her credibility and powerful, yet approachable, manner.

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