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Authentic Salesman: Mastering the Art of Transforming Real Objections into Real Transactions Paperback – February 15, 2012
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The Amazon Book Review
Author interviews, book reviews, editors picks, and more. Read it now
About the Author
Michael McIntyre is president and CEO of Benefits America, In his twenty-seven years in the sales industry, he has generated more than $3 billion in sales, recruited and trained over 20,000 sales agents, and opened offices in more than forty states. His leadership grew a start-up insurance company from $25 million in assets to over $15 billion, and he revolutionized the insurance industry with a unique formula for generating prospects for his agents. He is a respected authority in motivational and inspirational speaking, and his skills have carried him across the world, delivering sales and training presentations. His insurance agency has won dozens of national awards, and he has personally won over one hundred professional awards.
Top Customer Reviews
Don't get me wrong. "The Authentic Salesman" does reveal some of the characteristics of a how-to book. There are sections like The Five-Point Close divided with parts such as : Let Them Be Right, Overcome the Objection, Provide a Selling Point, Create a Sense of Urgency, and Ask For the Order. There's stuff on active listening, preparing presentations, and tons of life lessons sprinkled in for extra flavor. But to be honest, it all sounds a bit too familiar. Nothing new or earth-shattering there. Just good-old fashioned advice from a seasoned salesperson. Sure it might be new information for a novice but not so much for more experienced salespeople.
Though the book was probably meant to be an instruction manual, it borders on autobiography. McIntyre shares with readers how he landed in the sales profession, how a death in the family forced him to run a company on his own, and many secrets of success. Rather if it's a story about his days in Basic Training in the Air Force, sitting at the kitchen table trying to sell an insurance policy to a reluctant couple, finding faith, or getting that first huge commission check and hungering for more, it's the stories that make this book a good read and the title ingenuous.Read more ›