A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently
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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.
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Customer Reviews
Most Helpful Customer Reviews
9 of 9 people found the following review helpful
Format:Paperback
I am writing this review to share how this book helped me get a new outlook on how I see things. Let me first give you a brief history on me.
I was a music store employee who was making minimum wage, and I never (and I do mean never) made commision. This was 1998, I had long hair, no car, living at home with mom and dad, and I was a college drop-out. The owner of my company paid for me to go to Mr. Hopkins sales class in 1999. I immediately bought his book (which was a lot of money for me at that time), and started applying what I had learned. I increased my sales at the music store, but I still wasn't making enough money to support my family. I used my sales techniques to learn to sell my own abilities to another employer (a hospital). I worked there a few years, and during this time I took pre-nursing classes.
Fast forward to 2004. I got accepted into a nursing program. I had to compete for a scholarship at my hospital which I was awarded using tchniques I learned from Tom and his book. Once I graduated, I used techniques I learned from this book to land my first nursing job (which pays really well for a new graduate nurse).
In closing, I would like to state that my belief in God, and learning/applying what I learned in Tom's book helped me go from living with my parents and broke; to now being comfortably middle class, married, and living the life I always wanted to live. You have to do the work, and you have to be willing to keep your head up when everything doesn't go your way. However, if your diciplined the keys laid out in this book can help you in life; even if you don't stay in sales. After all, are we not selling our own abilities to future employers? This was a good purchase for me, and I hope it will be for you as well.
I was a music store employee who was making minimum wage, and I never (and I do mean never) made commision. This was 1998, I had long hair, no car, living at home with mom and dad, and I was a college drop-out. The owner of my company paid for me to go to Mr. Hopkins sales class in 1999. I immediately bought his book (which was a lot of money for me at that time), and started applying what I had learned. I increased my sales at the music store, but I still wasn't making enough money to support my family. I used my sales techniques to learn to sell my own abilities to another employer (a hospital). I worked there a few years, and during this time I took pre-nursing classes.
Fast forward to 2004. I got accepted into a nursing program. I had to compete for a scholarship at my hospital which I was awarded using tchniques I learned from Tom and his book. Once I graduated, I used techniques I learned from this book to land my first nursing job (which pays really well for a new graduate nurse).
In closing, I would like to state that my belief in God, and learning/applying what I learned in Tom's book helped me go from living with my parents and broke; to now being comfortably middle class, married, and living the life I always wanted to live. You have to do the work, and you have to be willing to keep your head up when everything doesn't go your way. However, if your diciplined the keys laid out in this book can help you in life; even if you don't stay in sales. After all, are we not selling our own abilities to future employers? This was a good purchase for me, and I hope it will be for you as well.
12 of 13 people found the following review helpful
By Sheila
Format:Paperback
That old cliche has never been more true than today. And that is very apparent by the review supposedly written by Lisa M. Malki who claims to have 30 years of sales experience and refers to these techniques as "old-school sales junk", "manipulative" and "closing questions that are designed to arm wrestle me into buying."
This reviewer obviously read but did not understand the methods that Tom Hopkins teaches. It is not high pressure, there is no "arm wrestling, manipulating or old school sales junk." Perhaps this reviewer missed the NEADS formula and no doubt missed the entire section on qualifying buyers.
Revier "Lisa Malki" goes on to sat that she listened to the tapes and "cringes" when Mr. Hopkins "calls us champions because we are listening to his training." Perhaps this reviewer would prefer if Mr. Hopkins called his students "losers."
One point this reviewer makes is in reference to consultative selling and I agree that this is a part of the selling process. And in fact if this reviewer had truly studies Tom Hopkins training, would have found that there is consultative selling involved i.e. The NEADS Formula and qualifying the buyer. H-E-L-L-O!
Reviewer "Lisa Milki" goes on to say in consultative selling, "if the product is not right for them you tell them that." NO KIDDING! Read, really read 'How To Master The Art of Selling' by Tom Hopkins and you will find that is exactly what Mr. Hopkins suggests.
Best advice I have for this reviewer is to read Tom Hopkins books and listen to his tapes before writing a impartial review based on opinion.
There have been many excellent books written on consultative selling by people like Brian Tracy (the best on this subject) and others like Neil Rackham (Spin Selling) I recommend those books to round out your sales training. However, Tom Hopkins is the single best source for professional sales training, for those of us who want to help our clients become happily involved with our products and services and earn a high six figure income for ourselves.
Non sales people, people who merely write reviews without actually reading the material and have never sold anything can hardly be considered a reliable source of information.
This reviewer obviously read but did not understand the methods that Tom Hopkins teaches. It is not high pressure, there is no "arm wrestling, manipulating or old school sales junk." Perhaps this reviewer missed the NEADS formula and no doubt missed the entire section on qualifying buyers.
Revier "Lisa Malki" goes on to sat that she listened to the tapes and "cringes" when Mr. Hopkins "calls us champions because we are listening to his training." Perhaps this reviewer would prefer if Mr. Hopkins called his students "losers."
One point this reviewer makes is in reference to consultative selling and I agree that this is a part of the selling process. And in fact if this reviewer had truly studies Tom Hopkins training, would have found that there is consultative selling involved i.e. The NEADS Formula and qualifying the buyer. H-E-L-L-O!
Reviewer "Lisa Milki" goes on to say in consultative selling, "if the product is not right for them you tell them that." NO KIDDING! Read, really read 'How To Master The Art of Selling' by Tom Hopkins and you will find that is exactly what Mr. Hopkins suggests.
Best advice I have for this reviewer is to read Tom Hopkins books and listen to his tapes before writing a impartial review based on opinion.
There have been many excellent books written on consultative selling by people like Brian Tracy (the best on this subject) and others like Neil Rackham (Spin Selling) I recommend those books to round out your sales training. However, Tom Hopkins is the single best source for professional sales training, for those of us who want to help our clients become happily involved with our products and services and earn a high six figure income for ourselves.
Non sales people, people who merely write reviews without actually reading the material and have never sold anything can hardly be considered a reliable source of information.
6 of 6 people found the following review helpful
Format:Paperback|Amazon Verified Purchase
I first read this book in the 1980s, and reread it in the past year. Salespeople so often disdain sales training as not helpful, but the more experience you garner, the more you realize the power of sales process and how it can influence your sales success. Every sales concept discussed in this book can be applied in every sales career, I believe. The power of effective communication in the context of creating clients can only be learned through the adoption of a system of which there are many variants but which all include the principles mapped out here. For the neophyte just starting to the grizzled veteran (and I read this book at both junctures of my career), this book is as good as any.
Most Recent Customer Reviews
5.0 out of 5 stars
A classic- Don't let the price fool you
This was recommended to me by Dan Kennedy for copy writing assistance. This is a great read, packed full of information. Read more
Published 1 month ago by Michael Saul
5.0 out of 5 stars
Avid Reader
Great sales book! This book is a one for your collection of sales books; real thorough and precise on how to become a top salesmen. Read more
Published 3 months ago by Avid Reader
5.0 out of 5 stars
this book doubled my sales in one month
my boss gave me this book when i was struggling with sales his instructions were to leave it somewhere and read it in bits . Read more
Published 3 months ago by W. Pellegrini
5.0 out of 5 stars
Great sales intro
Anyone working can get some value from reading this book. Author gives great info on sales basics, how to ask for referrals from satisfied customers, and is very thorough. Read more
Published 7 months ago by Frequent Flosser
5.0 out of 5 stars
This is the best sell book I ever own
I actually read all the chapters. The author wants us (salespeople) to actually succeed.he gives us all the fundamentals and all we have to do is to go out there and start... Read more
Published 7 months ago by RoseTheWriter
5.0 out of 5 stars
This should be on every seller's shelf
There are a ton of sales books out there but there are only two that I would recommend as "Must Read" books: Tom Hopkins' 'How To Master The Art of Selling' and Jeffery Gitomer's... Read more
Published 7 months ago by Aaron Hoos
5.0 out of 5 stars
Great
This is a great book focused on sales. It really makes you look at things differently. It is a must-read for people in the sales industry.
Published 15 months ago by Leslie
5.0 out of 5 stars
You need this book
Considered by sales pros to be the "Sales Bible," this book is a must for all sales people. I used to read this book in coffee shops for motivation while in the field and... Read more
Published 15 months ago by M. David
5.0 out of 5 stars
Invest in yourself!
I love this book. If I can learn to use all of the techniques I will indeed be a master.
Published 16 months ago by SalesDon
5.0 out of 5 stars
One of my favorite books
You have to be "in" to selling to appreciate what he is explaining in this book. Some of the items that he discusses may sound cliche, but emphasizes that every little bit helps. Read more
Published 16 months ago by RTD Drinker
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