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Selling in Tough Times: Secrets to Selling When No One Is Buying Hardcover – February 15, 2010


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Selling in Tough Times: Secrets to Selling When No One Is Buying + Tom Hopkins Audio Sales Collection + How to Master the Art of Selling
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Product Details

  • Hardcover: 272 pages
  • Publisher: Business Plus; 1 edition (February 15, 2010)
  • Language: English
  • ISBN-10: 0446548146
  • ISBN-13: 978-0446548144
  • Product Dimensions: 8.5 x 6.1 x 0.9 inches
  • Shipping Weight: 10.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Best Sellers Rank: #820,599 in Books (See Top 100 in Books)

Editorial Reviews

From Publishers Weekly

Hopkins (How to Master the Art of Selling) lobbies for a return to basics to maximize sales in an economic downturn. He starts from the very beginning, defining what a selling career entails and detailing the different types of salespeople. He encourages readers to step back and reevaluate their positions in the economy, and to make a plan for when the climate improves. The first step is to save existing business by going the extra mile, making human contact, and initiating loyalty-building campaigns. Hopkins shows how to quickly tell if a client is right for you, reduce sales resistance, woo clients from the competition, and cut costs while continuing to appear successful. Each chapter ends with a short summary to help extract and reinforce key ideas. Part self-help book, part motivational guide, this book provides valuable advice for selling professionals struggling in the current economy as well anyone hoping to emerge from the recession primed for growth. (Feb.)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

About the Author

Tom Hopkins is the founder and president of the renowned sales training service Tom Hopkins International. He is a member of the National Speakers Bureau and is the author of the national bestseller How to Master the Art of Selling. Today, over 35,000 corporations and millions of professional salespeople throughout the world utilize his professional sales training materials.

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

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Most Helpful Customer Reviews

Format: Hardcover
Certainly timely since we've all been facing tough times for the past couple of years, Tom Hopkins' newest book, Selling in Tough Times: Secrets to Selling When No One is Buying (Business Plus: 2010), seeks to help sellers at all levels get back to the top.

If you're a Hopkins enthusiast looking for something new, you'll be disappointed as there is nothing new in the book--but in many ways that's the point of the book. Hopkins argues that a tough selling environment demands sellers return to the basics of selling. Restating and reinforcing those basics--from prospecting to communication to closing--is the heart and soul of Selling in Tough Times.

Easy to read, the book addresses virtually every aspect of selling, each aspect being addressed in a short one to three page section.

Hopkins spends the first quarter of the book discussing the mental aspects of adjusting to a down market and why selling in a weak market demands you return to the fundamentals of selling. Although many will find the book drags a bit in these early chapters, the book's format lends itself to skipping those sections that aren't of interest and focusing on those that you believe are pertinent to your needs.

The second two thirds of the book deals with the various parts of the sale--finding prospects, qualifying them, selling them, servicing them, keeping them. Again, since the book is a series of short treatments of the various points of the sale, you can zero in on those sections of interest to you and ignore the remainder.

If you already have one of Hopkins' other books such as How to Master the Art of Selling or Selling for Dummies, there's no need to purchase this one--unless you simply want a concise summation of Hopkins' teachings.
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5 of 5 people found the following review helpful By Steven Chambers on August 3, 2010
Format: Hardcover
I'm not sure if times are especially tough out there or if most salespeople have just become too accustomed to how easy selling was during the boom, but one thing's for sure, there's a rash of books out there dealing with how to sell in tough times. Tom Hopkins latest book on the subject is one of the better ones, primarily because he spends the first part of the book focusing on your attitude, what you believe and how you think. For all the talk about techniques, closing strategies and fancy tactics, sales is largely a mental game. Salespeople need to realize that even in the toughest of times there are people who succeed wildly while others in the same profession are struggling and leaving the business.

Tom stresses that salespeople need to be flexible and observant. An economy becomes a tough economy when things are changing rapidly, the rules governing how you need to approach your market are changing and you need to do things differently. As I've often heard from my customers, clients and peers, "People are working twice as much for half the money." In order to survive and thrive in these changing and turbulent economic periods Tom counsels the salesperson to be aware of their market, to notice how their industry is changing and to monitor the general economy. Salespeople need to adapt in order to survive. People tend to forget that business moves in cycles and that occasionally entire industries and professions simply die. It's not a time to panic and give up, it's a time to adapt and overcome. He counsels against getting caught up in negative thought patterns and advises salespeople to avoid rumormongers and negative people.
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4 of 5 people found the following review helpful By Bart Cichonski on February 23, 2010
Format: Hardcover
So, selling in tough times, by Top Hopkins. Hmm.. I received an advanced copy of this book and to be honest I half assumed this would be another bloated business book. I thought this book was going to be garbage, re-hashing the same ol' business junk that publishers lately have a tendency to put out. I was dead wrong.

This book is great, seriously. I read maybe 800 business books total in the past 5 years, and this book is in the top 50 of my favorite books of all time for sure. Real world practical advice, conversational tone, and a fun fast-paced flow. You can even sense an underlying respect for the reader in the context of the book.

If you thinking about buying this book, just do it. It impresses me in the way that it brings forth to my memory the exact thought patterns that I know in need to remember, but that sometimes I forget in my busy life. I don't want to tell any specifics inside the book because any sort of excerpts do not do the book the justice it deserves. So, that's that.
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1 of 1 people found the following review helpful By Tina on July 1, 2011
Format: Paperback
Times are tough. People are watching their budgets and spending less money, which is challenging for people in sales. In "Selling in Tough Times", Hopkins reminds salespeople to look at the reasons they went into the field - new situations, new people, and an opportunity for great rewards - in order to stay focused during tough times and motivated to move ahead. However, doing what's needed doesn't mean resorting to aggressive sales tactics or putting down the competition. It's about knowing your product/service, believing in it, and most importantly, listing to your customers or clients.

Frankly, I didn't expect this book to be particularly interesting. I thought there would be some sales good tips that required digging through jargon and theory to get there. I was pleasantly surprised to have it read almost as quickly as a novel. It was very clear, easy to follow, and had practical take-aways for people in all fields.

Hopkins gets you thinking about the way you approach customers regardless of your role and stresses the importance of personalized service. We need to talk to customers using their preferred method of communication. Don't constantly send emails when customers prefer a phone call. And if you're not really listening to them, you'll never meet their needs. View your job as serving the needs of people, rather than selling to them, and make sure you provide personal attention.

Hopkins refrained from going over-board with the positive self-talk cliches and had a good message about being positive. A negative attitude brings us down and impacts our effectiveness. Hopkins encourages readers to not waste time worrying about the next sale. Some clients simply won't qualify or need what you're selling.
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