Hal Becker - Hal Beckers Ultimate Sales Book: A Revolutionary Training Manual Guaranteed to Improve Your Skills and Inflate Your Net Worth

Praise for Hal Beckers Ultimate Sales Book

After reading his prior books, the new book offers priceless insights and is an easy read. Hal discusses tactical sales techniques, but there are also philosophies that can increase personal motivation of any reader, no matter what thing or idea were selling.

Mick Fleming, president, American Chamber of Commerce Executives

Hal Becker never fails to deliver keen insights into how salespeople can succeed. This book is a useful tool whether you are new to sales or a seasoned professional!

Jon Diamond, CEO, SafeAuto

Hal has given us a fabulous new book and veritable training guide to help anyone increase sales, regardless of whether you are selling a product or service. You will enjoy the quick and breezy style of his approach to sales.

George Bernstein, CEO, Nobel Learning Communities and former president of Pearle Vision

Hal has another winner here. His insight and sales knowledge has helped our firm rededicate ourselves to selling with respect to professional services.

Gary Shamis CPA, SS&G Certified Public Accountants and Advisors

Hal Becker understands that common sense, hard work, and incorporating the art and science of sales are essential for success as a sales professional. This book provides those tools for the salesperson to achieve those results.

Bill Sublette, chief sales officer, TruGreen

Hal engages sales reps with his wit, street smarts, and no-nonsense style. Hal Beckers Ultimate Sales Book is a fast-paced and easy-to-read sales classic, jam-packed with review and follow-up materials that guarantee you get results.

Bob Silvy, VP corporate marketing, American City Business Journals

Hals latest book is filled with stories, serious selling methods, and ideas that you can implement after reading each chapter. After working with Hal for a number of years and reading his latest book, Hal Beckers Ultimate Sales Book, all I can say is that he walks the talk and is our go-to sales trainer for obvious reasons. I know that you will love this book. I did!

John Brennan VP strategic relationship management, The Hartford

Hal is a master at taking complicated sales concepts and explaining them in ways that can be easily understood, even by those who are not career sales professionals. His techniques are proven and extremely helpful for business executives and owners who have ultimate responsibility for the sales success of their organizations.

Rick Chiricosta, CEO, Medical Mutual of Ohio

Just when you thought there could never be another meaningful sales book published, Hal brings us another winner. His typical wit and common sense approach puts his 30-plus years of experience between the covers of this sales manual and makes it relevant for today. What a great book!

Jerry Cox, president, Total Training Network

Becoming an exceptional sales professional is not easy, but once again Hal has laid out the path to achievement with remarkable clarity, confidence, and practical application. A must-use for every organization seeking to improve its sales performance.

Mark Kramer, CEO, Laird Plastics

Hal shares his valuable real world sales insights in a straightforward, no-nonsense book. The information he provides will benefit any salesperson regardless of his or her experience.

Ara Bagdasarian, EVP, Travel Centers of America

As a proven number-one sales professional, Hal has a way of incorporating his vast knowledge of sales, business sense, and human nature into making him a top sales trainer and author that people actually listen to. Hal Beckers Ultimate Sales Book will give you valuable insights and spearhead your sales skills to the next level.

David Scott, president and CEO, FM Turner

Hal, once again, effectively breaks down the complexities of the sales process and shows us how to very simply execute to the desired result.

Jerry L. Kelsheimer, president and CEO Fifth Third Bank, Northeastern Ohio

Hal Beckers Ultimate Sales Book

A Revolutionary Training Manual Guaranteed to Improve Your Skills and Inflate Your Net Worth

By Hal Becker

With Nancy Traum

Copyright 2012 by Hal Becker and Nancy Traum

All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press.

HAL BECKERS ULTIMATE SALES BOOK

Cover design by Rob Johnson

Printed in the U.S.A.

To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201-848-0310) to order using VISA or MasterCard, or for further information on books from Career Press.

The Career Press, Inc.

220 West Parkway, Unit 12

Pompton Plains, NJ 07444

www.careerpress.com

Library of Congress Cataloging-in-Publication Data

Becker, Hal B.

Hal Beckers ultimate sales book : a revolutionary training manual guaranteed to improve your skills and inflate your net worth / by Hal Becker, with Nancy Traum.

p. cm.

Includes index.

ISBN 978-1-60163-241-8 -- ISBN 978-1-60163-557-0 (ebook)

1. Selling. 2. Sales personnel. I. Traum, Nancy. II. Title.

HF5438.25.B423 2012

658.85--dc23

2012019953

To my late father and late mother, Joseph and Eunice, who taught me everything, including the principles by which I have always lived. My only regret is that they are not here to share this moment that is the culmination of everything they gave me.

To my wonderful wife, Holly, whose sense of humor, kindness, and true love make each day better than the last. To my daughter, Nicole, who has reminded me to play more, laugh, not stay mad for more than five minutes, and to keep that child inside of me, always!

Thank you.

To Nancy Traum, my editor, who makes my 5th grade writing look more maturealmost like an adults!

To all my teachers who gave me a C or lower in English (just remember anyone can be an author).

To all my friends (you know who you are), who really are like my family and who have made my life more enjoyable with their incredible loyalty, love, and willingness to get off the couch and do stuff.

To my bandmates, be it the DooWops, Flashback, or Backtraxx, for allowing me to play drums with you and have so much fun entertaining audiences wherever we go.

To Don Riemer, who really has done nothing for this book, but maybe by mentioning him here, he will give me a couple of his very expensive sport jackets. We wear the same size!

To my wonderful clients, who during the last three decades have allowed me to help their business and/or train their staff.

To my very patient agent, Jeff Herman, who has a more warped sense of humor than I do.

To the doctors and researchers at the University of Indiana and to those who created the chemotherapy that saved my life and allowed me to enjoy my passion of writing books.

To the doctors and staff at University Hospitals in Cleveland, for utilizing an experimental program and treating me with compassion and incredible focus, giving me the second chance to really enjoy life.