Customer Reviews

How to Master the Art of Selling

5 star:		(66)
4 star:		(8)
3 star:		(3)
2 star:		(3)
1 star:		(9)

 

 

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,

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!

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.

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.

Sales ability often means the difference between success and failure for people starting a new business. In fact, you must be able to communicate your ideas to others to be successful. Also, you must instill a sense of "need" into the minds of your prospective customers so they will purchase your company's offering in sufficient quantity to convert wants into needs. Overall, this book offers great insight for the business owner. After scanning the book the business owner should give this book to each and every salesperson in their organization.

Tom Hopkins is considered one of the foremost experts in the world of Sales and in his book he shares much of his insider knowledge. "How to Master the Art of Selling" is an awesome book on the intricacies of selling. To be honest, it is somewhat hard-hitting and his approach to closing is on the assertive edge. When reading and applying the techniques in this book, or any other book, always adapt the information to the times. While written in 1982, it is still a timeless classic when tempered with today's knowledge - particularly in reference to closing. Today it's less about closing and more about opening relationships.

Rather than attempt to tell you all of what's in this classic, here are the contents:

1) What the profession of selling really is
2) The twelve sources of sensational selling success
3) Question right and sink your teeth into sales success
4) Creating the selling climate
5) Why don't I do what I know I should do?
6) Learn to love no
7) Referral prospecting
8) How to find fortune and felicity with the phone
9) A spectator sport buying is not
10) Put champion selling power in your presentations and demonstrations
11) Finessing the first meeting
12) Qualification is the key to Quota-Busting
13) The objection connection
14) Closing is sweet success
15) Twelve power closes for aspiring champions
16) A clutch for moneygrabbers
17) How to perspire less and profit more from paperwork
18) Fortune building starts with time planning
19) How to sell your way out of a slump
20) The most necessary skill of all
21) How to sell to the most important people you know
22) Five more power closes for aspiring champions

I'll leave you with this striking formula for success - G.O.Y.A. that is explained on page 265.

"Successful people begin where failures leave off. Never settle for 'just getting the job done.' Excel!" --Tom Hopkins


Michael Davis - Editor, Byvation

Without a doubt, Tommy Hopkins is the #1 top sales trainer and creator of sales champions in the world today, bar none! Pretty bold statement, but Tom Hopkins has a pretty bold reputation.

Tom Hopkins is taking the training he recieved from his mentor, the late, great J. Douglas Edwards who was without a doubt the father of modern selling and sharing it with all of us. Tom Hopkins has taken the best of J. Douglas Edwards, refined it, finessed it and modernized it.

Hopkins was a superstar salesman in his own right, he set records in sales 30 years ago that still stand today. He is also a fabulous trainer. As already mentioned, the best in the business. He has personally trained over 3 million clients on 5 continents.

Some think that Hopkins teaches hard sell techniques. Far from it. Hopkins tells us that it is better to be an interested introvert than an interesting extrovert. Most people think selling is the exact opposite. The old back slapping, fast talking con man. Or the guy who thinks he has to bombard his client with a ton of information.

Tom Hopkins teaches to ask questions and get the client to sell themselves. As Tom Hopkins says; "If you say it, they doubt you. But if they say it, it's true." This again was a technique popularized by J. Douglas Edwards.

How To Master The Art Of Selling will teach you everything you need to know about becoming the very best salesman you can be. I usually go over this program every year, at least once and review throughtout the year.

If you want to succeed in selling, this book is must reading. I also recommend any tape program by Tom Hopkins that you can get your hands on.

Occasionally I run into people who say these techniques don't work anymore or won't work for their particular business. These techniques have been used by real estate sales people, insurance salespeople, car sales people, network marketing people, all direct sales people, ministers,U.S. Army recruiters, college recruiters and more. The techniques work for anyone who is trying to master persuasion techniques.

If you want to Master The Art of Selling and Persuasion, I highly recommend this book. It's the best.

I have owned this book since the beginning of my college years. I am now an Automotive Customer Relations Executive. This book helped start me on my path and guided me throughout my career. I have many of Tom Hopkin's training materials and have attended his Boot Camp Sales Training. I bought this book for every member of my staff to start them on their path of learning the expectations I have for them. This is the sales training book to own. Tom is a master at teaching people to incorporate his proven methods. Follow his guidance in the book and you will be successful too. Be a Champion!

How To Master The Art of Selling is actally much more than just a classic and even more than a masterpiece. It is the bible of selling.Tom Hopkins took what he learned from J. Douglas Edwards, refined it and shows you literally how to master the art of selling.Before reading this great book by Hopkins, I was just an average salesman trudglying around. The methods and technqiques described b Hopkins herein transformed me.How To Master The Art of Selling changed forever my ability to sell and also my belief in the profesion of selling.

Over the last ten years I have passed this book to friends and employees around the world. Every single individual who has read it has declared it as the best book ever written on professional selling. If only schools would introduce it as part of their curriculum.

Copious strategies for becoming a salesmanship champion fill the pages of Tom Hopkins' book. This is a handbook for those who are eager to become sales masters, but are asking themselves, "What do I do next?" "How do I deal with a procrastinating client?" or "How can I effectively present my product?" Hopkins conveys instructions and suggestions through a variety of sales conversations. The author, a master salesman, is obviously enthusiastic about helping others succeed in sales. His strategies, which are based on seminars he teaches, include steps for organizing and writing a successful sales presentation. He also provides strategies for closing sales. The information could be more compact and less repetitive, but it is logical and sometimes even funny. We from getAbstract recommend this book to people involved in all levels and aspects of sales.