Automotive Holiday Deals Books Holiday Gift Guide Shop Men's Athletic Shoes Learn more nav_sap_plcc_6M_fly_beacon $5 Albums egg_2015 All-New Amazon Fire TV Movember Martha Stewart American Made Find the Best Purina Pro Plan for Your Pet Amazon Gift Card Offer minions minions minions  Amazon Echo Starting at $84.99 Kindle Black Friday Deals Classics and Essentials in CDs & Vinyl Shop Now HTL
Selling in Tough Times and over one million other books are available for Amazon Kindle. Learn more

Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.

  • Apple
  • Android
  • Windows Phone
  • Android

To get the free app, enter your email address or mobile phone number.

Buy Used
Condition: Used: Very Good
Comment: While this book has been loved by someone else, they left it in great condition. Hurry and buy it before someone else does and take advantage of our FREE Super Saver Shipping!!! (there is a chance this book could contain a gift inscription)
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

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

11 customer reviews

See all 10 formats and editions Hide other formats and editions
New from Used from
"Please retry"
"Please retry"
$1.99 $0.01

Best Books of the Month
See the Best Books of the Month
Want to know our Editors' picks for the best books of the month? Browse Best Books of the Month, featuring our favorite new books in more than a dozen categories.

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.

Hero Quick Promo
Holiday Deals in Kindle Books
Save up to 85% on more than 1,000 Kindle Books. These deals are valid until November 30, 2015. Learn more

Product Details

  • Hardcover: 272 pages
  • Publisher: Business Plus; 1 edition (February 15, 2010)
  • Language: English
  • ISBN-10: 0446548146
  • ISBN-13: 978-0446548144
  • Product Dimensions: 5.8 x 1 x 8.5 inches
  • Shipping Weight: 10.4 ounces
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #1,186,528 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

5 star
4 star
3 star
2 star
1 star
See all 11 customer reviews
Share your thoughts with other customers

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.
Read more ›
1 Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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.
Read more ›
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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.
1 Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Hardcover
I like Tom Hopkins books in the past and got just a bit more out of his previous books but I will still give him a 4 stars for this one.

The upside is he covers many areas that are good refreshers for a lot of aspects in sales such as professionalism, ethics, how to deal with your competition, not burning bridges, maintaining existing clients, fighting against the tide of tough times when it seems no one or not as many are buying.

So if you are going through tough times like many salespeople are in this economy this book has many benefits and brainfood for sales reps.

I just can't give it a 100% as it comes across on a few points that his strategies are more suited sometimes for B to C sales and not so much as B to B sales. For example, he emphasizes that people buy on emotion and justify with logic their decisions. That makes perfect sense when you are selling a Waterfront Home, a luxury car or sports car or many other items that have emotional tags to the item, but many B to B sales are very analytical/logical driven such as Technology, Industrial or Financial sales.

Also, some tactics such as asking the client to let you (the sales rep) save the client time by offering the information of what the competition has to offer just won't fly with many individuals who even if they know you well will want to see what the competition has to say themselves.

Lastly, I do agree that attitude in tough times is important and it can/will help you to improve your sales or at least keep from free-falling in a down economy but for many industries and companies that sales reps work for even the best attitudes will at best keep you from losing half of your previous sales income and only lose maybe 20-30% of your previous sales income.
Read more ›
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse

Want to discover more products? Check out this page to see more: sells