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

Overview

An invaluable sales resource from two of the world's top sales trainers

Many professions, including medicine, law, and finance have certification programs. Skills are identified and taught to keep these professionals' performance at a high level. Why not sales? In The Certifiable Salesperson, bestselling author and sales guru Tom Hopkins and leading sales consultant Laura Laaman play on the double meaning of "certifiable" and demonstrate how ...
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Overview

An invaluable sales resource from two of the world's top sales trainers

Many professions, including medicine, law, and finance have certification programs. Skills are identified and taught to keep these professionals' performance at a high level. Why not sales? In The Certifiable Salesperson, bestselling author and sales guru Tom Hopkins and leading sales consultant Laura Laaman play on the double meaning of "certifiable" and demonstrate how readers can become both a reputable professional with a specialized skill set and a salesperson going crazy with record sales. This handy reference help readers master the art of selling, enabling them to close more deals in less time. Written as a parable, readers follow Steve as he begins his career in sales. Along the way, Steve learns the secret to a successful career–mastering the twenty-four core competencies that make a salesperson "certifiable." Filled with in-depth insights, practical advice, and proven techniques, this book will also show readers how to form a connection quickly, whether over the phone or in person; develop a problem-solving mind; find new prospects through referrals, and much more. The Certifiable Salesperson contains simple strategies that have proven successful in today's economy. With this book as their guide, any salesperson in any industry can improve their numbers within no time.

Tom Hopkins (Scottsdale, AZ) 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 seminars. He is the author of eleven books including How to Master the Art ofSelling and founder of Tom Hopkins International.

Laura Laaman (Rochester, NY) was one of the top salespeople in America. She founded Executive Training Consultants in 1989 to help progressive salespeople and companies succeed. Laura designs and implements successful certification programs for many of America's largest corporations.

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Product Details

  • ISBN-13: 9781449885021
  • Publisher: Recorded Books, LLC
  • Publication date: 3/28/2011

Meet the Author

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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Table of Contents

The Road to Sales 1
Lesson 1 The Mind and Body of a Great Salesperson 10
Lesson 2 Discipline of a Top Salesperson 19
Lesson 3 The Likeability of a Great Salesperson 24
Lesson 4 The Voice of a Great Salesperson 33
Lesson 5 The Image of a Great Salesperson 36
Lesson 6 The Need for and Art of Friendly Control 40
Lesson 7 Understanding Different Personalities 45
Lesson 8 Using Your Instinct to Read Others 55
Lesson 9 Anatomy of a Sale 59
Lesson 10 Networking 63
Lesson 11 Getting as Many Appointments as Possible 66
Lesson 12 Overcoming the Fear of Rejection 74
Lesson 13 Great Greetings 78
Lesson 14 Qualifying 81
Lesson 15 Shutting Down the Competition 91
Lesson 16 Powerful Presentations 97
Lesson 17 Objection Prevention 111
Lesson 18 Commandments of Closing 114
Lesson 19 Overcoming Final Objections 119
Lesson 20 Facts and Fears of Follow-Up 127
Lesson 21 The Competitive Advantage of Referrals 132
Lesson 22 The Vision of a Great Salesperson: Goals 136
Lesson 23 Time Planning 143
Lesson 24 Self-Analysis of Great Salespeople 147
The Lunch 152
Months Later 154
Endnotes 157
Index 159
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