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.)
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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.