How to Master the Art of Selling [Paperback]

Tom Hopkins (Author)

Book Description

Publication Date: October 20, 1988

After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.

Editorial Reviews

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 alternate Paperback edition.

Product Details

• Paperback: 292 pages
• Publisher: Grand Central Publishing; Second Edition edition (October 20, 1988)
• Language: English
• ISBN-10: 0446386367
• ISBN-13: 978-0446386364
• Product Dimensions: 7.8 x 5.2 x 1 inches
• Shipping Weight: 12 ounces
• Average Customer Review: 4.3 out of 5 stars  See all reviews (88 customer reviews)
• Amazon Best Sellers Rank: #226,196 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

45 of 52 people found the following review helpful:

3.0 out of 5 stars This is a must-read book for all sales professionals., July 22, 1999

By A Customer

This review is from: How to Master the Art of Selling (Paperback)

How to Master the Art of Selling is a book that must be read by anyone planning on entering the sales profession, and everyone currently in sales. No matter how good a salesperson you believe yourself to be, your sales skills can be sharpened by the information contained within the pages of this book. Tom Hopkins has been a master salesperson for many years. He has taken the time to compile all of his proven sales techniques and list them in an easy to follow format. Since I read this book, my sales have increased dramatically. Even though I have read this book from cover to cover many times, something new is gained every time I read it. You don't have to be in sales to benefit from the knowledge that is in this book. What you are selling does not necessarily have to be a product. It could be a point of view or an idea. How would you like to be able to talk someone into or out of something? You will be able to, if you follow the guidelines that are in this book. You will have a better understanding as to what people think about when they make decisions. Mr. Hopkins calls the people who have mastered the techniques in this book "champions". He says, "you know the champions when they walk through the door." If you want to be a champion,

16 of 18 people found the following review helpful:

5.0 out of 5 stars If you cannot sell, you cannot succeed...., December 4, 2001

By 

Franco Arda (Palo Alto, CA) - See all my reviews
(VINE VOICE)    (REAL NAME)   

This review is from: How to Master the Art of Selling (Paperback)

Rarely have I come accross a book so passionately written about the subject. Not does Tom highly succeed in explaining the art of selling, but also outlines the very important aspects of psychology (notable fear of failure). He covers beautifully the basics of time management (in line with 80/20 or Steven Covey). Champions are made, not born!

70 of 90 people found the following review helpful:

1.0 out of 5 stars Yucky selling, February 2, 2006

By 

Lisa M. Malki - See all my reviews
(REAL NAME)   

This review is from: How to Master the Art of Selling (Paperback)

I don't want to be manipulated by a salesperson. I don't want a salesperson to ask me yucky closing questions that are designed to arm-wrestle me into buying. There are those salespeople around. I can't stand them. I never buy from them. They are the salespeople who follow what is pretty much the essence of the Tom Hopkins method.

This is old-school sales junk. I learned these techniques when I started selling 30 years ago. They worked at one time, regardless that they were manipulative. I am sure they will work today by some salespeople on some buyers. But most buyers are not as naive as they once were and will not stand for this.

I also listened to the Hopkins tape series. I cringe when he calls us "Champions" because we are listening to his training. More manipulation. More insincerety. Simply yuck.

Having said all that, I must admit that there is a lot of good stuff here. But the good stuff is not unique to Tom Hopkins and does not forgive Hopkins for the old manipulative style he champions. Unfortunately the essence of the Hopkins approach is not customer centered, it's "get the sale" centered.

In my opinion the best and highest form of selling is consultative selling. That sort of selling does not require mainipulation or arm-wrestling. It requires an honesty and a sincere interest in the buyer's success. That means if your product is not right for the buyer you tell them it's not right. That sort of selling keeps your customers coming back. They know you have not gone to battle against them, armed with all sorts of trick closing techniques.

And that's what makes selling a real joy and a real profession.