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Authentic Salesman: Mastering the Art of Transforming Real Objections into Real Transactions Paperback – February 15, 2012

4.3 out of 5 stars 3 customer reviews

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Editorial Reviews

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.

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Product Details

  • Paperback: 208 pages
  • Publisher: ISB Publishing (February 15, 2012)
  • Language: English
  • ISBN-10: 193771702X
  • ISBN-13: 978-1937717025
  • Product Dimensions: 5.6 x 0.6 x 8.6 inches
  • Shipping Weight: 11.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Best Sellers Rank: #3,546,395 in Books (See Top 100 in Books)

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Top Customer Reviews

Format: Kindle Edition
There's something to be said about a book from an experienced salesperson that feels genuine. "The Authentic Salesman" by first-time author Michael McIntyre is one of those books. Written from the perspective of an experienced business-to-customer insurance salesman turned CEO, this book displays something that lots of sales books don't: stories. There are stories about overcoming objections, stories about failures, successes, and even a tragedy that motivates the author to become a success.

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.
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Format: Hardcover
I heard Micheal as a keynote speaker and immediately started reading his book when I got home. The book gave me a sense of being personally mentored with a can do, don't quite and let me hear you make excuses attitude. I am guilty of making up stories that justify my weaknesses or "bad luck". Through his personal stories and resourceful tools and coaching, I gained clarity and new ideas on how to improve my game. I am working with a new sales team and can't wait to share this book with all of them! Thank you Micheal for sharing your heart and practical lessons to help us all move closer to our dreams, this book is a gift and very encouraging.
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Format: Kindle Edition
...However, I have found that this little book is really packed with knowledge for life. Mr. McIntyre is a genuine and believable person who is not afraid to use his life to make other people's lives better. Very practical advice that can be used in every area ~ not just sales. I am thankful that I was made aware of the availability of "The Authentic Salesman" and grateful to read it and I am looking forward to applying the principles to my life.
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