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

Team FOS......Page 2
Contents......Page 7
About the Authors......Page 9
Interviews......Page 13
Orientation/ Training......Page 15
Sales Defined......Page 18
Why Certified?......Page 19
Attitude......Page 22
Visualization......Page 23
Looking at and Dealing with Change......Page 25
The Body of a Great Salesperson......Page 26
Extra Fuel for Your Body ¡ª Vitamins, Minerals, and Water......Page 27
Sleep......Page 28
Problem- Solving Exercises......Page 29
Lesson 2 ¡ª Discipline of a Top Salesperson......Page 31
Do the More Difficult Task First......Page 32
Preparation Prior to an Appointment......Page 33
Reading......Page 34
Enthusiasm......Page 36
Many Ways to Be More Exciting......Page 39
Make Your Nonverbal Messages Exciting: Gestures......Page 40
Gestures to Avoid......Page 42
Genuineness and Sincerity......Page 44
Lesson 4 ¡ª The Voice of a Great Salesperson......Page 45
Clothing......Page 48
Successful Image Hints for Men and Women......Page 50
What Your Handshake Says About You......Page 51
Lesson 6 ¡ª The Need for and Art of Friendly Control......Page 52
Assumptive Words......Page 53
Assumptive Actions......Page 55
Lesson 7 ¡ª Understanding Different Personalities......Page 57
How to Recognize and Connect with Each Personality Type......Page 58
The Determined Personality......Page 59
The Instinctive Personality......Page 61
The Visionary Personality......Page 63
The Enthusiastic Personality......Page 65
Lesson 8 ¡ª Using Your Instinct to Read Others......Page 67
Lesson 9 ¡ª Anatomy of a Sale......Page 71
A Typical Sales Process......Page 72
Steve¡¯s Coach......Page 73
Lesson 10 ¡ª Networking......Page 75
Lesson 11 ¡ª Getting as Many Appointments as Possible......Page 78
Outbound Calls......Page 79
Business to Business ¡ª Getting to the Decision Maker......Page 81
Receptionist ¡ª Friend or Foe?......Page 82
Once You Know the Decision- Maker¡¯s Name......Page 83
Working with the Decision- Maker¡¯s Assistant......Page 84
Practice......Page 86
Persistence......Page 88
Lesson 13 ¡ª Great Greetings......Page 90
Contact, Common Ground, and Compliments......Page 91
Lesson 14 ¡ª Qualifying......Page 93
Selling with Socrates......Page 95
Great Questions......Page 97
Lesson 15 ¡ª Shutting Down the Competition......Page 103
Response Once You Confirm Your Customer Is Considering Other Options......Page 105
How and Why to Create a Sense of Urgency......Page 107
Lesson 16 ¡ª Powerful Presentations......Page 109
Pace of the Sale......Page 111
Vocabulary of a Great Salesperson......Page 112
Adjectives......Page 115
Getting the Customer Involved ¡ª Questions and Movement......Page 116
Ethics......Page 117
Common Presentation Errors......Page 118
Lesson 17 ¡ª Objection Prevention......Page 123
Lesson 18 ¡ª Commandments of Closing......Page 126
Buying Signals......Page 127
Why Most Salespeople Are Weak Closers......Page 128
Great Closing Questions......Page 129
Lesson 19 ¡ª Overcoming Final Objections......Page 131
What Do You Feel When a Customer States an Objection?......Page 132
Change Your Customer¡¯s Mind ¡ª Gently......Page 133
Feel, Felt, Found Technique......Page 135
Reduce to the Ridiculous......Page 136
Lesson 20 ¡ª Facts and Fears of Follow-Up......Page 139
How Often Do You Follow Up?......Page 141
Lesson 21 ¡ª The Competitive Advantage of Referrals......Page 144
Lesson 22 ¡ª The Vision of a Great Salesperson: Goals......Page 148
Great Salespeople are Great Goal Setters......Page 149
Lesson 23 ¡ª Time Planning......Page 155
Lesson 24 ¡ª Self- Analysis of Great Salespeople......Page 159
Sales Journal/ Tracking System......Page 160
The Appointment......Page 163
The Lunch......Page 164
Months Later......Page 166
Three Types of Salespeople......Page 168
Endnotes......Page 169
Internet Resources......Page 170
Index......Page 171