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How to Master the Art of Selling, by Tom Hopkins
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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.
- Sales Rank: #1859349 in Books
- Published on: 1994-09-12
- Original language: English
- Number of items: 1
- Dimensions: 8.11" h x .98" w x 5.98" l, .63 pounds
- Binding: Paperback
- 384 pages
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.
Most helpful customer reviews
6 of 6 people found the following review helpful.
The only book on sales you will need!
By Amazon Customer
I'm a Realtor and had heard about this book while reading a book on guerrilla marketing. I was hooked from the start.
The techniques are practical and if put to use and practiced I don't see why anyone can't succeed in any sales arena. I've committed mastering one technique at a time as I'm new to real estate but not to sales at all. Tom also recommends reading this book once a year. I will definitely do that to pick up on things I may have missed.
Anyone serious about mastering and being successful in sales? I highly recommend.
1 of 1 people found the following review helpful.
An excellent example of how to sell
By Kamal Jabbar CEO Palace Music Group, LLC
Securing major sales requires forming connections with every prospect. I’ve read lots of books about sales habits and techniques, but had never found one which dealt with these broader challenges around sales without tilting either to mindless optimism or anti-capitalist despair. Of all the activities in business, sales is the one which forces us to confront who we are and what we are willing to do for money. emphasizes the need to ask questions and understand the prospect’s needs, then to use that information to present the benefits that will catch the buyer’s interest. Hopkins places constant emphasis is on prepared presentations, conscientiously planned. He analyzes basic needs, how to know product and prospect, who to sell, what to sell and what to tell; he lays out a program for a positive approach, ways in which to give a verbal picture, and how to stay away from argument and bluffing. With that said, Hopkins defines the most desirable attributes of the salesman; personal enthusiasm, self-confidence, understanding of people, belief in his product, and he concludes by outlining some approaches which apply to any sales problem. Nuff said.
1 of 1 people found the following review helpful.
nobody like exercising, so maybe the 5th time is the ...
By Jack Miser
This book really answers a lot of unanswered questions for me. I have read this book multiple times. My only complaint about this book is somehow someway my friends steal this book from me when I'm not looking. The last copy I got I literally glued black construction paper over the cover and hid it on my bookshelf but somebody found it and stole it too. This is my 5th copy and this time I'm going to glue an exercise book cover to it, nobody like exercising, so maybe the 5th time is the charm.
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