The Certifiable Salesperson: The Ultimate Guide to Help Any Salesperson Go Crazy with Unprecedented Sales [Hardcover]

Tom Hopkins (Author), Laura Laaman (Author)

Book Description

Publication Date: December 13, 2002 | ISBN-10: 0471289132 | ISBN-13: 978-0471289135 | Edition: 1

"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

Editorial Reviews

From the Inside Flap

Feel like you’re going crazy?
Tired of wondering why your last sales presentation didn’t work?
Ready to graduate from certifiable to certified?

Many professions–including medicine, law, and finance–have certification programs that set the standard for success. Until now, salespeople have had to find a standard of their own.

To keep you from running through the sales world certifiably crazy, two of the world’s top sales trainers bring you real-world answers in this fun and powerful book. Instead of just telling you what to do, this quick, easy-to-read parable shows you how to become a top salesperson with its tried-and-true methods. Follow the journey of three humorous, real-life salespeople as they are given the keys to sales and watch one transform from initial skepticism to over-the-top success and income!

Filled with critical techniques proven in a wide range of industries and environments, The Certifiable Salesperson provides you with the details and information you need for success with your very next client, including:

• How to Sell More in Any Economy
• How to Get as Many Appointments as Possible
• How to Connect with the Real Decision Makers
• How to Overcome Challenging Objections
• How to Use the Most Powerful Closes Effortlessly
• How to Shut Down Your Competition
• How to Make Powerful Presentations
• How to Overcome the Fear of Rejection

In The Certifiable Salesperson, world-renowned master sales trainers Tom Hopkins and Laura Laaman dissect every step of the sales process to give you the specific, real-world actions a salesperson must take to move from an average performer to exceptional sales pro.

Let these and numerous other proven techniques help you GO CRAZY with unprecedented sales!

From the Back Cover

"If you are a salesperson, you will find yourself in this book.

Treat it like your roadmap to success and you will be a professional salesperson."
–Willis Turner, CSE President, Sales & 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

See all Editorial Reviews

Product Details

• Hardcover: 208 pages
• Publisher: Wiley; 1 edition (December 13, 2002)
• Language: English
• ISBN-10: 0471289132
• ISBN-13: 978-0471289135
• Product Dimensions: 9 x 6 x 0.7 inches
• Shipping Weight: 11.7 ounces (View shipping rates and policies)
• Average Customer Review: 3.9 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #1,434,266 in Books (See Top 100 in Books)

More About the Author

Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of sales professionals and business owners in industries from A to Z to serve more clients, make more sales and earn millions in income.

Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years.

Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video. Millions have turned their cars into classrooms, listening to Tom's advice on the way to appointments with potential new clients.

His client list includes the likes of AFLAC, 24 Hour Fitness, Best Buy, State Farm Insurance, Kavo, Eli Lilly, REMAX and many others. He also offers live public seminars in cities throughout the US and Canada on a regular basis.

He has authored 16 books including: How to Master the Art of Selling, Selling for Dummies and his latest release, Selling in Tough Times (February 2010).

Customer Reviews

Most Helpful Customer Reviews

9 of 10 people found the following review helpful:

4.0 out of 5 stars Loyal fan says.. it's good, but it's a bit basic., February 14, 2003

By 

Peter Cooper (Louth, UK) - See all my reviews

This review is from: The Certifiable Salesperson: The Ultimate Guide to Help Any Salesperson Go Crazy with Unprecedented Sales (Hardcover)

I look up to Tom Hopkins greatly. He encouraged me to think of sales as a true profession, and to become great at it. Therefore, I buy whatever he releases, and usually find it of immense value. Not this.

I don't want to sound like the pessimistic 'Jack' in the book, but this is a very short book. I sat down and read it in two hours. It reinforced a lot of points raised in his other books, but didn't teach anything new. It sticks to the very basic areas of qualification and closing, and doesn't add anything to what Tom has already put out.

However, it is written in an extremely easy to read way. It's a fun book to read, even if you know the material! I really enjoyed reading this book, even though I learnt nothing new. And I can see how this book will be absolutely amazing for people who aren't familiar with the techniques of true Master salespeople.

So it gets five stars for being easy to read, and wonderful for beginners. But it loses a star for being mostly irrelevant to more experienced readers, although it's good reinforcement for what you've already learnt.

Sorry, Tom, but this is the least useful 'sales training' purchase I've made in a long time, but not the least enjoyable. But it's so [inexpensive] so I'm not too concerned.

2 of 2 people found the following review helpful:

5.0 out of 5 stars 24 Lessons of Selling, October 6, 2003

By 

John Postle (CLAYFIELD, QLD Australia) - See all my reviews

This review is from: The Certifiable Salesperson: The Ultimate Guide to Help Any Salesperson Go Crazy with Unprecedented Sales (Hardcover)

This is one of the best books I have read on sales - it covers all the main areas in a very readable and simple way. It is broken into 24 lessons - each of them covered in their own chapter. The book is about 160 pages allowing for an easy read.
This book will be one of our core books to be read and studied by our sales people for the future.

2 of 2 people found the following review helpful:

5.0 out of 5 stars A book for every salesperson who wants to make more money., May 2, 2003

By A Customer

This review is from: The Certifiable Salesperson: The Ultimate Guide to Help Any Salesperson Go Crazy with Unprecedented Sales (Hardcover)

"As an owner of a sales company, if any one of my salespeople mastered half of these competencies, their sales would double." Another great book from Laaman...