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How to Master the Art of Selling Paperback – 7 May 2010

4.4 out of 5 stars 33 customer reviews

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  • How to Master the Art of Selling
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  • 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
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  • The Little Red Book of Selling: 12.5 Principles of Sales Greatness
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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: 15.2 x 2.5 x 20.6 cm
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (33 customer reviews)
  • Amazon Bestsellers Rank: 150,040 in Books (See Top 100 in Books)
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Product description

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.


Customer Reviews

4.4 out of 5 stars
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Top Customer Reviews

Format: Paperback Verified Purchase
This book arrived in great shape and FAST, which was great, as I was looking forward to reading and learning from it.

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.
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Format: Paperback Verified Purchase
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 junk material (as erp their opinions) and the
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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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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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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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Tom Hopkins has a number of products for sales training and this is a revised edition of his book produced some time ago. His basic philosophy is that sales is learned and not innate. What he does is give you phrases and script to learn and deliver almost like an actor with practical examples across a wide range of industries. Although some parts are a little american and some parts dated (you will need to change the words for yourself) this book would give anyone a good grounding in sales and would improve anyones sales ability and is especially useful for those brand new to sales. The methods are crystallised in his videos although these are expensive. The best salespeople do the basics extremely well and this book will show you how to do that.
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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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Format: Paperback
I first picked up a copy of this book in the USA and at that time I'd never heard of Tom Hopkins. It's one of the finest books on how to sell that I've ever read. And every word is true. There is no secret other than hard work,technique and practice and Tom shows you how to apply yourself with all three to increase your income dramatically. I followed it and from a personal point of view I can't recommend it highly enough. It must be good - I lent the book out and now I can't get it back! So now I have to buy another copy. Well worth the money- in fact, well worth twice the money. Just follow what Tom says and you can't (and won't) go wrong.
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