How to Master the Art of Selling Paperback – 7 May 2010
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"What Hopkins sets out to do is motive... He succeeds... One of the most useful books on selling."--Small Business News --This text refers to an out of print or unavailable edition of this title.
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.
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Top customer reviews
It was a great price and as usually, the communication with the seller was fantastic. All of the books I buy from World Of Books are fantastic.
The only reason for the 4 stars was the cover which I received was different than the cover shown in the add, but I preferred the cover I got, so either way, I am happy.. and with the skills I learned from the book, I could sell this back to them at a profit :)
Thank you for a great book.
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.
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.
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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