- Paperback: 384 pages
- Publisher: HarperCollins; (Reissue) edition (7 May 2010)
- Language: English
- ISBN-10: 0586058966
- ISBN-13: 978-0586058961
- Product Dimensions: 15.2 x 2.5 x 20.6 cm
- Average Customer Review: 4.4 out of 5 stars See all reviews (32 customer reviews)
- Amazon Bestsellers Rank: 20,108 in Books (See Top 100 in Books)
How to Master the Art of Selling Paperback – 7 May 2010
|New from||Used from|
- Choose from over 13,000 locations across the UK
- Prime members get unlimited deliveries at no additional cost
- Find your preferred location and add it to your address book
- Dispatch to this address when you check out
Frequently bought together
Customers who bought this item also bought
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
If you are a seller for this product, would you like to suggest updates through seller support?
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. --This text refers to an out of print or unavailable edition of this title.
What other items do customers buy after viewing this item?
Top Customer Reviews
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.
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.
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.
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.
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.
Tom Hopkins covers every angle and you will recognise yourself in situations he describes both from the Champions viewpoint and from the average sales person's view. If you are in any average sales person category Tom has given you the tools and ideas to break out and become a Sales Champion. Simple as that. Up to you if you want to apply them.
I am a born and bred Brit and did not find any of this "too American". Those who have said that are being either lazy or snobby and should get over it.
Read this book if you are new to sales or experienced (like me). Then re-read it every 6-12 months. If you do and apply the methods taught by the author, then you will without question, progress, succeed, and ultimately become a Sales Champion.
Most Recent Customer Reviews
How to Master the Art of Selling explains and teaches the fundamentals of selling. Hopkins has written this text with rigour and diligence, offering the reader an easily understood... Read morePublished 5 months ago by Amazon Customer
A book i liked verymuch when bought on 1980s . for unknown reasons the old edition has been lost together with a big bundle of other books after someone cleansed the house from... Read morePublished 8 months ago by Sugar-man
Great book on selling, explaining the art off sell. Demonstrating the different closes, how to sell features as benefits. Read morePublished 16 months ago by IB
Tom Hopkins is sales master and a very successful real estate (property) salesmen and motivational speaker. This book was a bargain for the price. Read morePublished on 6 Sept. 2014 by Mr. R. Malhotra
always a great read no matter how many times i have read itPublished on 13 Jun. 2014 by charlotte burfoot