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How to Master the Art of Selling Paperback – Unabridged, May 20, 2005

77 customer reviews

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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.
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Product Details

  • Paperback: 416 pages
  • Publisher: Grand Central Publishing; Rev Upd edition (May 20, 2005)
  • Language: English
  • ISBN-10: 0446692743
  • ISBN-13: 978-0446692748
  • Product Dimensions: 5.4 x 1.1 x 8 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (77 customer reviews)
  • Amazon Best Sellers Rank: #17,112 in Books (See Top 100 in Books)

More About the Author

Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of sales professionals and business owners in industries from A to Z to serve more clients, make more sales and earn millions in income.

Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years.

Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video. Millions have turned their cars into classrooms, listening to Tom's advice on the way to appointments with potential new clients.

His client list includes the likes of AFLAC, 24 Hour Fitness, Best Buy, State Farm Insurance, Kavo, Eli Lilly, REMAX and many others. He also offers live public seminars in cities throughout the US and Canada on a regular basis.

He has authored 16 books including: How to Master the Art of Selling, Selling for Dummies and his latest release, Selling in Tough Times (February 2010).

Customer Reviews

Most Helpful Customer Reviews

12 of 12 people found the following review helpful By Steve Green on August 22, 2005
Format: Paperback
This is an excellent book by a Master of Sales. Tom Hopkins has been in sales for decades, starting in real estate and then selling his selling skills to others. If you want to learn how to create a selling mind or the mood for selling in your daily life, read his books and listen to his tapes. I admit some of it does feel hokey at first, or maybe even fake, but if you internalize the strategy and make it yours it wont be fake anymore, it will be who you are.

Be sure to buy his new revision of this great book. It has been completely updated and revised to work in a new selling environment: the information age.

Remember that he did it, he has taught others to do it, they did it and now you can too.
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27 of 32 people found the following review helpful By " Anti Microchip " VINE VOICE on August 13, 2007
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.
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13 of 14 people found the following review helpful By Christopher G. Holton on January 4, 2007
Format: Paperback 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.
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17 of 21 people found the following review helpful By Sheila on May 20, 2006
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.
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5 of 5 people found the following review helpful By C. Clayton on May 28, 2008
Format: Paperback
This book is great for any field! I am an engineer by education and experience and continue to use many of the concepts that Hopkins teaches in this book.

How to Master the Art of Selling taught me many effective tools and techniques of helping others to make informed decisions. For example, as an engineer I must to sell my ideas to management if I want them implemented. This book has helped me get more ideas signed off on...and that makes me a happy camper!

Many engineers detest the sales process and salesmen, but to me that is short sighted. Promoting (selling) is not bad as long as taking advantage of others is not involved. We all have to sell...whether it is convincing someone to try a new place for dinner, or selling an idea to a group of executives, or selling a house to a couple. Honorable selling is critical in life.

Hopkins takes the high road in his common sense teaching methods. Many of the decision making tools he teaches can be useful for making one's own decisions.

In summary, this book is good not only for the selling profession but for any profession.

The Re-Discovery of Common Sense: A Guide to: The Lost Art of Critical Thinking
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