The Certifiable Salesperson

Tom Hopkins, the world's leading expert on salesmanship and author of 11 books, joins forces with award-winning speaker Laura Laaman to create a fool-proof guide to being a successful salesperson. This handbook focuses on selling techniques, from handshakes and clothing to networking and presentations.©2002 Tom Hopkins and Laura Laaman (P)2002 Recorded Books, LLC

Great basic overview of Sales

If you want a fast overview. This is the book. I liked the section that provides questions to ask to better understand the customer. Goal section was also good.

Same ole

This book is basically the same as every other sale book. Being "certifiable" isn't exactly a term of endearment either! The book is a quick refresher of time tested sales tips. Fear of rejection, cold calling, getting appointments, shutting down your competition, overcoming objections, etc etc. It's done in as little as 3 hours. It's hard to get a lot of "meat" into something with that many areas to cover, in that short amount of time. Every salesperson needs 1 or 2 "back to the basics" books though. This one is barely ok in that regard.

Disappointed

I expected more from Tom Hopkins. Pretty basic stuff and things I heard 15 years ago.