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.
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Book Description
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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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.,
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....,
By
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!
13 of 15 people found the following review helpful:
5.0 out of 5 stars
New & Revised version even better! Large Print.,
This review is from: How to Master the Art of Selling (Paperback)
I have to admit that I was not initially a fan of Tom Hopkins. To me he comes across like a used car salesman with a high pressure type of sales tactic.My business is network marketing, and we use a soft sell approach. I was conferring with the top rep in my group who is making some insane income in our company. I asked him what he attributed to his success and he mentioned several books and tapes, but when it comes to selling, he said Tom Hopkins is tops. I was at my favorite bookstore on Friday and was happy to see that the new and and revised version of this book was just released. It has a purple cover and large print. Over 420 pages loaded with information. I spent four hours non stop reading this great text, the most informative sales book that I have ever read. This is indeed the bible of salemanship. Nice intro by Mr. Hopkins mentor, the late J. Douglas Edwards. Then on to what makes a great saleman. Chapter after chapter by Hopkins covering every aspect of selling. I used some of Hopkins techniques earlier today, qualifying prospects and working on presentation skills ala Tom Hopkins. I began to use "tiedowns" and the the "ben franklin close" and have to admit I felt a little silly at first, but it worked! I can't wait untill I truly master all of the skills Mr. Hopkins presents in this masterpiece. Then I will really be dangerous. Right now I am only halfway though the book. Wait untill I finish it and master these skills! Thank you Tom Hopkins and Warner Books for releasing this new and revised version.
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First Sentence:
I learned a long time ago that selling is the highest paid hard work-and the lowest paid easy work-that I could find. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
average itch cycle, unreachable committee, minor yeses, selling sequence, attitude toward rejection, alternate advance, please highlight, bridging sequence, average salesperson, itch cycles, closing attempt, most productive thing, involvement question, super pro, professional salesperson, effective repetition, rejection words, sales interview, major close, prospecting calls, few salespeople, referred lead, discovery questions Key Phrases - Capitalized Phrases (CAPs): (learn more)
Ben Franklin, Mark Cade, Champions Unlimited, Douglas Edwards, Tom Hopkins, George Zack, Red Eye, Benjamin Franklin, Robert Burns, Scott Sparks, Finessing the First Meeting, Johnny Powerful, Secondary Question Close, Tony Alioto, Champion Marine Sales, Chuck Hill, David Bernstein, Gertrude Nunn, Zap Corporation New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
I learned a long time ago that selling is the highest paid hard work-and the lowest paid easy work-that I could find. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
average itch cycle, unreachable committee, minor yeses, selling sequence, attitude toward rejection, alternate advance, please highlight, bridging sequence, average salesperson, itch cycles, closing attempt, most productive thing, involvement question, super pro, professional salesperson, effective repetition, rejection words, sales interview, major close, prospecting calls, few salespeople, referred lead, discovery questions Key Phrases - Capitalized Phrases (CAPs): (learn more)
Ben Franklin, Mark Cade, Champions Unlimited, Douglas Edwards, Tom Hopkins, George Zack, Red Eye, Benjamin Franklin, Robert Burns, Scott Sparks, Finessing the First Meeting, Johnny Powerful, Secondary Question Close, Tony Alioto, Champion Marine Sales, Chuck Hill, David Bernstein, Gertrude Nunn, Zap Corporation New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 1
book:
80
books
cite this book:
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- Directory of Directories by Robert C. Thomas on page 158
- Professional's Guide to Value Pricing w/CD by Ronald J. Baker on 4 pages
- Tom Hopkins Guide to Greatness in Sales: How to Become a Complete Salesperson by Tom Hopkins on 4 pages
- Endless Referrals: Network Your Everyday Contacts Into Sales, New & Updated Edition by Bob Burg on page 10, page 75, and Back Matter
- Build Your Business Stronger: And Do It Quickly! by Ronald E. Guzik on page 157, page 168, and page 176
- Event Sponsorship (The Wiley Event Management Series) by Bruce E. Skinner on page 128, page 129, and Back Matter
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