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How to Master the Art of Selling Paperback – 1 Sep 1982

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Product details

  • Paperback
  • Publisher: Warner Books; Second Edition edition (1 Sept. 1982)
  • Language: English
  • ISBN-10: 0446374946
  • ISBN-13: 978-0446374941
  • Product Dimensions: 20.3 x 12.7 x 2.5 cm
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (22 customer reviews)
  • Amazon Bestsellers Rank: 5,076,469 in Books (See Top 100 in Books)

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First Sentence
I learned a long time ago that selling is the highest paid hard work-and the lowest paid easy work-that I could find. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

4.4 out of 5 stars
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Most Helpful Customer Reviews

11 of 11 people found the following review helpful By Amazon Customer on 4 Jun. 2009
Format: Paperback Verified Purchase
There is only one book I can say has changed my life and this is it.

The techniques, the attitudes and the whole selling ethos are in there. At the beginning of the book there are stories about people who learnt true selling practices and went on to become successful, and I remember really wanting to be like those people. So I read the book a few times, adopted every lesson and dumped my preconceptions in favour of Tom Hopkins view of what selling is all about. I started selling; started earning good money and haven't really looked back since. I still re-read parts of this book to remind myself what made me successful.
If you're in sales this is worth the money 100,000 over. Yes it is cheesy and the language is dated, but the results are very real... and you will enjoy the cheesy prestige and the cheesy money that comes with success.
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4 of 4 people found the following review helpful By M. A. Ramos on 10 Jun. 2010
Format: Paperback
I bought How to Master the Art of Selling when it was published in paperback in the 1980's. If you are new to sales and want to be successful this is a good primer. Some reviews that these are old techniques but they work. An important part of selling is not only a variety of sells techniques and how to get the close. Make no mistake this is a handbook on how to help you become a better salesperson and increase your income. The instruction contain in this manual will walk you through the methods use to help influence people to buy what your selling.

The author has taken what he has learned worked and has written his his proven sales techniques in this book and he list them in an easy to follow format.This is a book you can use as you read it and will come back to for reference and to enhance your salesmanship. When I first purchased this book I was working as a stockbroker and had to cold call and the amounts of closing determined if you came back to work the next day. These techniques worked very well. Now having said this these techniques will not work against sophisticated customers and I have turned these techniques against salesmen who have tried to use them on me. So the consumer can also learn from this book.

Also if you are new to sales or have been in sales for a while and are getting discouraged Mr. Hopkins book will help to motivate you to sell.And this positive outlook and motivation is contagious. People want to know that the salesman knows what he is talking about. The book goes so far as to give you scripts on how to get a customer use to saying the word yes which once placed in their subconscious he implies will make the sale easier. I personally have no problem saying no. It is true as another reviewer stated this book masters the art of getting the clients to sell themselves to you by teaching you to ask the right questions. The instructions and suggestions are given through a variety of sales conversations. An easy to use book.
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3 of 3 people found the following review helpful By William Cohen VINE VOICE on 13 Nov. 2008
Format: Paperback
I studied Arthur Miller's Death of a Salesman in my youth. Now I'm a small businessman, and I see the issues from a different perspective. Tom is a genial teacher. He emphasizes integrity, he acknowledges the feelings of depression that come and he peps up his readers with humour and insight.

But this book does lean heavily on the basic tenets of the American religion of commerce: goal-setting, visualising success and pursuing it without question. In the self-help canon, whether it's improving your golf swing, attracting a mate or dealing with your addictions, the same techniques crop up.

Still, I finished the book, and I find ideas like the Benjamin Franklin close and the the Puppydog close quite fun. Capitalism needs it's clever tricks to keep the wheels of commerce turning.

Quite a good book, but there's still a lot of loneliness in there.
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12 of 13 people found the following review helpful By Norm on 22 Aug. 2003
Format: Paperback
This book may date from the 80's but I still read it at least once a year and the techniques learnt from it have increased my sales success exponentially. Can't recommend it highly enough!
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15 of 17 people found the following review helpful By A Customer on 10 May 2002
Format: Paperback
This is a book i first read a few years ago. It gives you a good grounding in some of the basic techniques and provides and idea of where to go if you are setting out on the road to sales success.
A lot of the techniques are dated now but it is suprising how many people don't use many of them or are unaware of these techniques, especially here in the uk.
There are other books that are more customer focused that will add significantly to the knowledge gained from this particular title but you have to start somewhere. Learn the techniques in this book and you will have a skills set to build upon. I would find this book more suited to salespeople in door to door or direct sales environments rather than account management. However i think there are still good ideas to be gleaned for all. If you are in credit card, gas/electric, or home improvement sales then this really is a must for you book shelf.
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6 of 7 people found the following review helpful By A Customer on 29 Jun. 2001
Format: Paperback
I can't count how many times I've read this book and each time I do, I discover that I still have a long way to go.
Some UK people may feel that some of the verbal skills taught are "too American". I felt this way too but if you give Tom a chance, he'll show you that you really can pressure (yes pressure!) and lead buyers to deal where there was very little chance of a "yes". Buy it and apply it.
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By A Customer on 10 May 2002
Format: Paperback
This is a book i first read a few years ago. It gives you a good grounding in some of the basic techniques and provides and idea of where to go if you are setting out on the road to sales success.
A lot of the techniques are dated now but it is suprising how many people don't use many of them or are unaware of these techniques, especially here in the uk.
There are other books that are more customer focused that will add significantly to the knowledge gained from this particular title but you have to start somewhere. Learn the techniques in this book and you will have a skills set to build upon. I would find this book more suited to salespeople in door to door or direct sales environments rather than account management. However i think there are still good ideas to be gleaned for all. If you are in credit card, gas/electric, or home improvement sales then this really is a must for you book shelf.
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