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Can I Have 5 Minutes of Your Time? A No-Nonsense, Fun Approach to Sales from Xerox's Former #1 Salesperson

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ISBN-10: 1600373488

ISBN-13: 9781600373480

Edition: N/A

Authors: Hal Becker, Florence Mustric

List price: $12.95
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Can I Have 5 Minutes of Your Time? is one of the best selling books on sales to come along in over 20 years. The ideas and concepts inside have been used by tens of thousands of people to increase their sales performance.
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Book details

List price: $12.95
Publisher: Morgan James Publishing
Publication date: 5/1/2008
Binding: Paperback
Pages: 204
Size: 6.00" wide x 8.50" long x 0.75" tall
Weight: 0.946
Language: English

Hal Becker is a nationally known expert on Sales, Customer Service, and Negotiating. He conducts seminars or consults to more than 140 organizations a year. His client list includes IBM, Disney, New York Life, Continental Airlines, Verizon, Terminix, AT&T, Pearle Vision, Cintas, and hundreds of other companies and associations. At the age of 22, he became the #1 salesperson among a national sales force of 11,000, for the Xerox Corporation. Six years later in 1983, he survived terminal cancer only months after launching Direct Opinions, one of America's first customer service telemarketing firms that facilitates more than two million calls per year with offices throughout the U.S.A. and…    

Foreword
How To Get More Dates
Acknowledgements
Ten Steps...to Getting the Most out of This Book - and Out of Life!
What It Takes to Be the Best
Desire and attitude are vital
All of us sell every day
"I'll never go back there again!"
Picasso, Renoir, and Jones
The plumber's secret
The fable of the two woodsmen
How to be the cream of the crop
Think back (shudder!) to the last time you bought a car
12:00! 12:00! 12:00!
Do you sell confusion?
Take the winning athlete's approach
What's new under the sun?
All you need to know about human relations
The Five Habits of a Top Salesperson
These five habits will set you apart from the pack
How to make resolutions that work
The secret of the top pros - in sales and sports
Working smarter is fine as long as you keep working harder
Make it fun!
Effective Listening is Essential for Effective Selling
Favorable attitudes and listening
How can you get customers to trust you?
How good a listener are you?
Spare-thinking time
Tips to help make you a better listener
Ask questions the way doctors do
Your job is to investigate and to satisfy the customer
Confidence: You Must Earn It. It's Worth It!
The benefits of confidence
You have to earn it and you can
How to make a positive impression
Price is rarely the issue
Testimonial: confidence sells
High-impact workout to build self-confidence
How bad can it get?
The Use of Questions in Selling
The art and absolute importance of using questions
It's not cheating. It's being prepared
The art of conversation and your class reunion
Questions give you the initiative
Questions allow you to tune in to your customer's style and needs
You have license to ask questions
The trial close: the question that establishes commitment
How to use questions to probe for real wants and needs
The anatomy of a real live sales call in eight steps
The girl of my dreams
Another proof: the art of cross-examination
Simplify!
Make Columbo your hero
Remember Dale Carnegie?
Overcoming Objections
How to understand and handle objections
Techniques that help you deal with objections
Gang up on objections
Why do you want objections? Consider these amazing facts
When the girl of my dreams says no
Cold Call Selling
There are only two ways to get new business, and they aren't marketing and advertising
When you really want to dance
The truth about Babe Ruth
Which is better, in person or by phone?
How many cold calls do you make each day? Consistency counts
Smarter, okay. Harder, yes!
The screen
Screens were not born yesterday
Work while you wait
Your cold call is not a sales call
You can learn a lot on 1,400 tours
When to take a rain check
How would you like to get six days of work done in five?
Bob's secret
My favorite blizzard
How to use the telephone in cold calling
A great phone technique with the screen
Fax Becker
A strategy for under a buck for prospects who won't return your calls
Another technique that works and costs less than a buck
Customer Care
To your customers, your company is you and everyone in it
Pray for problems
What to do when your contact keeps changing
It's 4:45 on a Friday afternoon
When customers don't know what they want
Take care of your customers: the satisfied ones and the dissatisfied ones
How to make your customers comfortable with the decision to buy
Protect your reputation
"The Guy in the Glass"
The dissatisfied customer
The nicest thing about the 2000's
You have more dissatisfied customers than you realize!
Smarter? No. Angrier? Yes!
A week in the life of a customer
Reputation: it's all you've got
How about dessert? And-on sales
A Case in Point
What does the customer want? Let's look again at the car dealership on your corner
Goal Setting and Time Management
Goals: your rudder
Two ways to save time on proposals
Setting goals
Manage your time if you want to succeed
A $10 daily planner will change your life!
How to plan your day
For a buck or so, you can get highly organized
Keep it all in perspective
The Art of Closing
When should you close?
So you don't die
Do you think it's harder than it is?
Symptoms of unnecessary fear of closing
Traits of a successful closer
Half the game is in watching
I took the manual off the shelf and made it a game
The order blank close
The alternative choice close
The free trial a.k.a. puppy close
The Ben Franklin close
The call back close
The lost sale close
The "I'll think it over" close
The question close
The similar situation close
Develop flexibility and variety
From the buyer's side
Getting through the valleys
Why salespeople fail: David Sandler's four general assumptions
About the Author
More Information
Sales Warranty Card
The 10 Simple Steps of Sales Success
Notes