{"product_id":"the-certifiable-salesperson-isbn-9780471478690","title":"The Certifiable Salesperson","description":"\"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.\" \u003cbr\u003e - Willis Turner, CSE President, Sales and Marketing Executives International, Inc.\u003cbr\u003e \u003cbr\u003e \"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.\" \u003cbr\u003e - Gerhard Gschwandtner, founder and Publisher, Selling Power magazine\u003cbr\u003e \u003cbr\u003e \"As a professor teaching MBA students for twenty years, I encourage everyone in management to make this required reading for their sales teams.\"\u003cbr\u003e - Dr. Michael Russell, Chairman of the Marketing Dept., St. Bonaventure University\u003cbr\u003e \u003cbr\u003e \"Each page is full of ideas for instant sales and commissions!\" \u003cbr\u003e - Anthony Parinello, author of Secrets of VITO: Think and Sell Like a CEO  The Road to Sales.  \u003cp\u003eLesson 1. The Mind and Body of a Great Salesperson.\u003c\/p\u003e \u003cp\u003eLesson 2. Discipline of a Top Salesperson.\u003c\/p\u003e \u003cp\u003eLesson 3. The Likeability of a Great Salesperson.\u003c\/p\u003e \u003cp\u003eLesson 4. The Voice of a Great Salesperson.\u003c\/p\u003e \u003cp\u003eLesson 5. The Image of a Great Salesperson.\u003c\/p\u003e \u003cp\u003eLesson 6. The Need for and Art of Friendly Control.\u003c\/p\u003e \u003cp\u003eLesson 7. Understanding Different Personalities.\u003c\/p\u003e \u003cp\u003eLesson 8. Using Your Instinct to Read Others.\u003c\/p\u003e \u003cp\u003eLesson 9. Anatomy of a Sale.\u003c\/p\u003e \u003cp\u003eLesson 10. Networking.\u003c\/p\u003e \u003cp\u003eLesson 11. Getting as Many Appointments as Possible.\u003c\/p\u003e \u003cp\u003eLesson 12. Overcoming the Fear of Rejection.\u003c\/p\u003e \u003cp\u003eLesson 13. Great Greetings.\u003c\/p\u003e \u003cp\u003eLesson 14. Qualifying.\u003c\/p\u003e \u003cp\u003eLesson 15. Shutting Down the Competition.\u003c\/p\u003e \u003cp\u003eLesson 16. Powerful Presentations.\u003c\/p\u003e \u003cp\u003eLesson 17. Objection Prevention.\u003c\/p\u003e \u003cp\u003eLesson 18. Commandments of Closing.\u003c\/p\u003e \u003cp\u003eLesson 19. Overcoming Final Objections.\u003c\/p\u003e \u003cp\u003eLesson 20. Facts and Fears of Follow-Up.\u003c\/p\u003e \u003cp\u003eLesson 21. The Competitive Advantage of Referrals.\u003c\/p\u003e \u003cp\u003eLesson 22. The Vision of a Great Salesperson: Goals.\u003c\/p\u003e \u003cp\u003eLesson 23. Time Planning.\u003c\/p\u003e \u003cp\u003eLesson 24. Self-Analysis of Great Salespeople.\u003c\/p\u003e \u003cp\u003eThe Lunch.\u003c\/p\u003e \u003cp\u003eMonths Later.\u003c\/p\u003e \u003cp\u003eEndnotes.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eTOM HOPKINS\u003c\/b\u003e 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.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eLAURA LAAMAN\u003c\/b\u003e 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.\u003c\/p\u003e  \"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.\" \u003cbr\u003e – Willis Turner, CSE President, Sales and Marketing Executives International, Inc.  \u003cp\u003e\"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.\"\u003cbr\u003e – Gerhard Gschwandtner, founder and Publisher, Selling Power magazine\u003c\/p\u003e \u003cp\u003e\"As a professor teaching MBA students for twenty years, I encourage everyone in management to make this required reading for their sales teams.\"\u003cbr\u003e – Dr. Michael Russell, Chairman of the Marketing Dept., St. Bonaventure University\u003c\/p\u003e \u003cp\u003e\"Each page is full of ideas for instant sales and commissions!\"\u003cbr\u003e – Anthony Parinello, author of Secrets of VITO: Think and Sell Like a CEO\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990183133413,"sku":"NP9780471478690","price":26.5,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471478690.jpg?v=1761786823","url":"https:\/\/k12savings.com\/products\/the-certifiable-salesperson-isbn-9780471478690","provider":"K12savings","version":"1.0","type":"link"}