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How to Master the Art of Selling [Paperback]

Tom Hopkins
4.3 out of 5 stars  See all reviews (21 customer reviews)
RRP: 12.99
Price: 10.39 & FREE Delivery in the UK. Details
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Book Description

7 May 2010
Tom Hopkins earned himself over one million dollars in his first three years as a salesman. Here, in his first book, he sets down the key secrets of his success. His methods emphasize the need to escape from a fear of failure. His techniques have all been tried and tested on the firing line of sales work and are positive and practical. His book reveals how selling can become not just a job but a way of life that leads to greater success, greater satisfaction and greater happiness.

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Frequently Bought Together

How to Master the Art of Selling + The Little Red Book of Selling: 12.5 Principles of Sales Greatness + The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible: How to Sell More, Easier, and Faster Than You Ever Thought Possible
Price For All Three: 27.43

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Product details

  • Paperback: 384 pages
  • Publisher: HarperCollins; (Reissue) edition (7 May 2010)
  • Language: English
  • ISBN-10: 0586058966
  • ISBN-13: 978-0586058961
  • Product Dimensions: 19.6 x 12.8 x 2.6 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (21 customer reviews)
  • Amazon Bestsellers Rank: 43,437 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

Most Helpful Customer Reviews
7 of 7 people found the following review helpful
5.0 out of 5 stars How to Master the Art of Selling 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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11 of 12 people found the following review helpful
5.0 out of 5 stars Easily the best selling book I've ever read! 22 Aug 2003
By Norm
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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3 of 3 people found the following review helpful
5.0 out of 5 stars How to Sell 10 Jun 2010
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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14 of 16 people found the following review helpful
3.0 out of 5 stars Good starting point but dated 10 May 2002
By A Customer
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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1 of 1 people found the following review helpful
3.0 out of 5 stars A Peculiar Antidote to Death of a Salesman 13 Nov 2008
By William Cohen VINE VOICE
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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5 of 6 people found the following review helpful
5.0 out of 5 stars Essential reading 29 Jun 2001
By A Customer
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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19 of 25 people found the following review helpful
1.0 out of 5 stars Pure cheese! Sales patter from the 70's 20 Mar 2002
By A Customer
This book is a waste of money - if you have seen films like "The Tin Men" which portrays door-to-door salesmen of the 1950's you will be familiar with the sort of closing techniques this book offers. There are some real classic sales wheezes which are familiar to everybody but knowbody would dare use today e.g. on a cold call:"I'll be in your area this afternoon, would 2.00p.m. or 3.00p.m. be better for you?"....this is surely the kind of behaviour which has caused the increase in violence in the U.S. over the last 50 years!
Please note that this book was originally published in 1980, and it shows.
At the same time as buying this from Amazon I bought "Customer Centred Selling" which is very good if you are selling significant items (cars, software, computers etc.) and altogether alot more practical.
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Most Recent Customer Reviews
5.0 out of 5 stars A legend
I write this because I really feel it is one of the greatest books ever written on sales. It needs some updating but 85% of it is gold. Read more
Published 2 months ago by Darren Kelly
5.0 out of 5 stars Very Helpful For Learning About Sales
I have not finished reading this book yet. So far there is a great deal I have learnt. It was personally recommended to me, and I am happy to recommend it to the Amazon... Read more
Published 4 months ago by Mr B of Chelsea
5.0 out of 5 stars very good book
I was recommended this book by my manager having already read a few by brian tracy
& frank betger. Read more
Published 9 months ago by moudra
4.0 out of 5 stars Inspiring
Practical, useful and streight to the point. I recommend this read to everyone invoived in business.
The principles contained still hold true. Good book !
Published 12 months ago by ROBERTO MARCHESIN
5.0 out of 5 stars Classic book that if appiled will bring you success in sales
This is in my view the most useful sales guide you will ever need. I've read it over twenty time and applied it in various sales situations e.g. Read more
Published on 13 May 2012 by Amazon Customer
5.0 out of 5 stars Selling is a gift
One of those really dated books, that isn't really dated at all. The language and setting is amusing almost; but the ideas are rock solid. Read more
Published on 23 Oct 2011 by Pete Burden
3.0 out of 5 stars Good Service
Received good, prompt service and the book was in good condition.


Rob Timms
Published on 1 July 2010 by riera
5.0 out of 5 stars Selling Art
Yet to finish reading this. Some of the passages make me cringe, but the advice is first class.
Published on 19 Jan 2010 by G. Evans
5.0 out of 5 stars A Great Resource for any Field!
This book is great for any field! I am an engineer by education and experience and continue to use many of the concepts that Hopkins teaches in this book. Read more
Published on 24 July 2008 by C. Clayton
4.0 out of 5 stars If this is cheese it tastes real good
Ok there are some arm bending type techniques in the book but there are much more positive lessons in this book than negative. Read more
Published on 10 Sep 2005 by M. P. D. Wheatley
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