How to Master the Art of Selling (Paperback)

~ (Author) "I learned a long time ago that selling is the highest paid hard work-and the lowest paid easy work-that I could find..." (more)
Key Phrases: average itch cycle, unreachable committee, minor yeses, Ben Franklin, Mark Cade, Champions Unlimited (more...)

Editorial Reviews

Product Description

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.

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. --This text refers to an alternate Paperback edition.

Product Details

• Paperback: 292 pages
• Publisher: Grand Central Publishing (October 20, 1988)
• Language: English
• ISBN-10: 0446386367
• ISBN-13: 978-0446386364
• Product Dimensions: 7.9 x 5.2 x 1 inches
• Shipping Weight: 10.4 ounces
• Average Customer Review: 4.2 out of 5 stars  See all reviews (78 customer reviews)
• Amazon.com Sales Rank: #97,054 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

40 of 43 people found the following review helpful:

3.0 out of 5 stars This is a must-read book for all sales professionals., July 22, 1999

By A Customer

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,

13 of 14 people found the following review helpful:

5.0 out of 5 stars If you cannot sell, you cannot succeed...., December 4, 2001

By	Franco Arda (London UK) - See all my reviews (REAL NAME)

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!

10 of 11 people found the following review helpful:

5.0 out of 5 stars Become a Sales Champion by the Master Builder of Sales Champions, September 26, 2005

By	Tony DeFrancisco "http://xtravelganza.gttrend... (Central Florida) - See all my reviews

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.