Download Ebook How to Master the Art of Selling, by Tom Hopkins
Download Ebook How to Master the Art of Selling, by Tom Hopkins
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How to Master the Art of Selling, by Tom Hopkins
Download Ebook How to Master the Art of Selling, by Tom Hopkins
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Review
"What Hopkins sets out to do is motive... He succeeds... One of the most useful books on selling."―Small Business News
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About the Author
In 1976, Tom founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople through the world utilize his professional sales training materials.
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Product details
Paperback: 416 pages
Publisher: Business Plus; Rev Upd edition (May 20, 2005)
Language: English
ISBN-10: 9780521384513
ISBN-13: 978-0521384513
ASIN: 0446692743
Product Dimensions:
5.2 x 1.2 x 8 inches
Shipping Weight: 12 ounces (View shipping rates and policies)
Average Customer Review:
4.4 out of 5 stars
271 customer reviews
Amazon Best Sellers Rank:
#26,645 in Books (See Top 100 in Books)
Securing major sales requires forming connections with every prospect. I’ve read lots of books about sales habits and techniques, but had never found one which dealt with these broader challenges around sales without tilting either to mindless optimism or anti-capitalist despair. Of all the activities in business, sales is the one which forces us to confront who we are and what we are willing to do for money. emphasizes the need to ask questions and understand the prospect’s needs, then to use that information to present the benefits that will catch the buyer’s interest. Hopkins places constant emphasis is on prepared presentations, conscientiously planned. He analyzes basic needs, how to know product and prospect, who to sell, what to sell and what to tell; he lays out a program for a positive approach, ways in which to give a verbal picture, and how to stay away from argument and bluffing. With that said, Hopkins defines the most desirable attributes of the salesman; personal enthusiasm, self-confidence, understanding of people, belief in his product, and he concludes by outlining some approaches which apply to any sales problem. Nuff said.
I really enjoyed this book - unlike many sales books, its heavy on actual 'how to' and not another 90% filler fluff 10% meat sales book. I have noticed some saying this book is 'out of date' - it is in fact from the 80's and some of the jargon / styling is in fact out of date, but the principals and tactics still work because humans haven't changed. It's kinda like being critical of "The Body Language Bible" simply because it was written back in the 70's and has dated looking pictures and black and white photos - that's crazy. Body language is still the same!The chapter on Questions is worth the price alone. Many sales books gloss over over this while Hopkins deep dives into many types of questions, when to use them, their psychology, etc.
I bought the Kindle version to make it easy to read and reference w/ my tablet when I'm traveling. I already had the hard copy and the audio versions. It's another Masterpiece by the Master of Sales Training. Every salesman should read this book. It's that good. You'll easily make a 100 x return on your investment in this book. I have. It's great for beginner's and for pros, too.
This book really answers a lot of unanswered questions for me. I have read this book multiple times. My only complaint about this book is somehow someway my friends steal this book from me when I'm not looking. The last copy I got I literally glued black construction paper over the cover and hid it on my bookshelf but somebody found it and stole it too. This is my 5th copy and this time I'm going to glue an exercise book cover to it, nobody like exercising, so maybe the 5th time is the charm.
This is a sales classic. I have read dozens (if not more) books on sales. Not many, or maybe none, get better than this. This book goes so in depth about everything sales related, it's crazy. This is almost like the Bible on sales. Read it cover to cover a dozen times inside of one year, I guarantee you'll be a six figure earner, no matter what sales you're in. Amazing book! A MUST for all salespeople.
Recently, I was reading an article about a very successful business-man and he mentioned that when he was first beginning, this book, How to Master the Art of Selling had been a tremendous help for him. It is now out-of-print, and thanks to Amazon Market Place, I was able to purchase it. This was a gift for a young, great-grandson who is just beginning to work in a sales job. I am told that as soon as he opened the package he began to read the book and that he was most pleased. I do not know how it has effected his sales!
Great book. A good reminder that being a great sales person is not about how many items you sell; it is about relationships with your clients & working with them is fill their needs. That is how you sell - take care of the client, & if they trust you, you will be their first choice when purchasing.
I am an original owner of the cassette program and workbook. After 15 years I've updated it to the CD version. Tom Hopkins is a master seller. The Kindle version is so I have the information close at hand when needed. Tom offers excellent suggestions, memory items and phrases, gives many examples of how to use the suggestions and memory items, and this a an excellent backup on Kindle.
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