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A Must Read for all Sales and Management Professionals
The writings in this book are a compilation of anecdotal daily posts from "The Specialist" Blog as well as vital segments from "The Specialist" National Radio Hour. Coupled with your comments and questions, the life lessons that are integrated throughout the book make this not only a must read, but the perfect sales and management handbook. It is our hope that you may enjoy this book as if you were sitting down and having a good long chat with "The Specialist".
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136 pages, 19 chapters, and 116 articles with real-life sales and management advice!
So You Want To Be A Salesman
So You Want to be a Salesman...hmmm...
Pros and Cons of the Sales Profession
Sales Training
You Need To Know
The Impostor
Penmanship in Sales – Say What?
Interpretation
Top 10 Reasons Prospects Won’t Buy From YOU
Why Unemployed Experienced Salespersons Can’t Keep Work
The Unsolved Mystery In Sales
It’s Your Attitude, Not Your Aptitude That Determines Your Altitude In Life!
Beginning Closing Techniques
Commitments
The Pipe Smoker
Sales Tips For Beginners
Seasonal Sales Jobs
Goal Setting
Consistency and Positive Thinking
“I’ve Arrived!”
The Importance Of Simplicity In Sales and Management
Best and Worst Sales Stories
Pre-Selecting
The Power of Words
A Great Story on Outlook
The Worst Small Talk Story
Don’t Judge A Book By its Cover
Cutting Out The Cancer In Sales/Management
Perseverance
Advanced Closing Techniques
The Ultimate Closing Technique
The Picture Show
The Hidden Importance of Listening
Advanced Closing Technique
The Surprise Close
An Ounce Of Silence…
Advanced Sales Psychology
Advanced Sales Techniques
Small Talk
It is Not About You!
The Three Legged Sale
Talking After The Sale
The Handshake
Fatigue Makes Cowards of Us All
Reinforcing Positive Comments
The Assumptive Close in Sales Training
Signing The Sales Agreement
Patience WITH Persistence In Sales
Advanced Sales Tip
Losing The Sale Unnecessarily
Pride And Dropping Your Price In Sales
Bashing Your Competition In Sales
Advanced Sales Psychology
Bonding With The Little People
Rhythm in Sales
Sales Ethics
When Is It Okay To Lie To Make A Sale?
Integrity
Is There a Place for Morals and Ethics in Sales?
Pointing Fingers In Sales And Management
Corporate Sales Training
Being Yourself In Sales
Terminology
Sales and Management Trainers
Permanent Potential in Sales and Management
Top 10 Things I’ve Learned In Sales/Management
Sales/Management Training Rewards
Attention New Trainers in Sales/Management
More In Depth Tips For New Trainers In Sales/Management
“How Come?” In Sales/Management
The Art Of The “Story” In Training And Sales
The Pluses And Minuses Of Watching One Of The Best
Over Aggressiveness In Sales
Relating Persistence To Advertising And Sales
Keeping Control In Sales
Sales/Management Series
Age Factors in Sales/Management Training - Part 1 of 5
Age Factors in Sales/Management Training - Part 2 of 5
Age Factors in Sales/Management Training - Part 3 of 5
Age Factors in Sales/Management Training - Part 4 of 5
Age Factors in Sales/Management Training - Part 5 of 5
Creating A Sales Team…Part 1 Of a 3 Part Series
Creating A Sales Team…Part 2 Of a 3 Part Series
Creating A Sales Team…Part 3 Of a 3 Part Series
Losing Your Position In Sales/Management
Attention To Detail In Sales And Management
So You Want To Be a Manager
Only One Sale in Two Months!
Management for Beginners
Catching People Doing Things Right
The Cook’s in the Kitchen
Management Scenario Of The Day
“The “Specialist” Gives His Take
Where Does Manhood Fit Into Management?
Management Training
The Little Things
Corporate Management
Termination With Romance in Management
Dealing With "Mr. Indispensable"
Team Concept In Sales And Management
Advanced Management Psychology
Overcoming Objections
Advanced Management Technique
Follow Up
Nurturing Young Managers
Closing An Employee
The Invasion of Management
The Perfect Storm In Sales And Management
Intimidation In Sales/Management
There Comes A Time In Sales And Management
The Heavy Handed Management Style
I’ve Seen This Movie Before In Management
Best and Worst Management Stories
A New Method of Training
You Can Always Count on Gonja Jim!
Management Ethics
Showing Lack of Respect to Prospects
An Honest Day’s Pay
Ethics and Morals in Management
Work Force Lesson
Lacking Ethics in Management
8 Basics of Success
Eye Contact
Self Confidence
Neat Appearance in Sales and Management
Questions and Answers
Is Everyone Suited For Sales?
Feeling Great After a Sale
Response To Mrs. Negative
Excuses For Not Selling
Is The Customer Always Right?
Selling Fun
Getting Close To Co-Workers
Should You Use Religion in Sales?
When The Store Shuts Down
Once payment has been confirmed, you will be immediately redirected to our product download page.
What readers are saying about "The Specialist"...
"I saw in action what you wrote about today and heard some of the comments of the new salespeople; all too true! Also I went and re-read the sales tip of the day on keeping the paper work a formality. I get it now!"
Comrad, Hampton, VA
"Love it! It's not about you! It's about you showing them why it is beneficial to them. Let them tell you how they want to be sold, and then show them how the product or service fills their need!"
Scott Bradley, Laguna Hills, CA
"I just wanted to let u know, that I have been following...you...and learned a tremendous amount and I try to use it in my everyday life. I just wanted to say thank you, I hope to one day train under you, keep 'em coming!"
Mrs. T, Chicago, IL
"WOW! All I can say is that. I will keep that in mind in my job and I will do everything to out work those around me while still putting them first… thank you kind sir for all the wisdom you are sharing with us."
H.B.K., Virginia Beach, VA
"Wow! You continue to amaze me with your advice and wisdom. Thank you and keep up the outstanding work. I truely enjoy reading your articles daily."
Nicolette Lopez, Fresno, CA
"What a great post! This is the kind on information you don't normally get in a sales training seminar or whatever. Instead of overly-structured, rigid "instruction", you give us a down-to-earth common-sense approach to sales. I love how you make the connection between how you make the sale and how you live your life. Good stuff!"
J.B., Milton, FL
"I cannot begin to tell you how much I have enjoyed each and every one of of your articles!!! Not only have I enjoyed them, but made a point of discussing each article at our sales meetings! Please keep the stories coming….after all, a real pro knows a story…is worth its weight in gold!"
Peggy, Richmond, VA
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Sample Article
Lets talk about the three-legged sale. First you ask, what is it? Well those of you that are in sales have missed many opportunities to close a sale because that extra person or persons that came along with your prospect just has to throw in their two cents worth. The beginner will try to sell all three or four people and end up with none of them simply because their lack of experience has not allowed them to be proficient at controlling groups of people.
I hear all of you veterans out there grinning because you think you know how to do it. Conventional wisdom tells you that if you can sell the leader you will sell the rest of them. That works SOMETIMES. What do you do if the leader isn't interested in your product or already has something similar? Aha! Now comes the real artist.
"The Specialist" does not put himself in the position of hoping the leader wants the deal. Instead, what I do is find out is who the leader is and regardless of his interest level I make sure he becomes my new best friend. Now, either way I win! If he likes the product he will influence his friends to go along as well.
That's the easy situation. Where it gets complex is if the leader does not have an interest in your product regardless of the reason. If he has become my new best friend the effect will be exactly the same! He will influence the crowd on your behalf, just for a different reason.
So as you progress in your sales career start seeing more then just the sale. Again, go back to basics and practice closing everyone all the time. In other words, start making yourself a more likeable person by pointing out the good in others and building other's self-esteem. If you work on this concept you will find that making the sale will become secondary and you will feel much more rewarded in your career because besides having more sales then you can count, you will also feel a lot better about yourself. Isn't that what a career should be about anyway, personal growth?
"The Specialist"
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