- Audio CD
- Publisher: HarperAudio; Abridged edition (August 20, 2002)
- Language: English
- ISBN-10: 006051471X
- ISBN-13: 978-0060514716
- Product Dimensions: 5.1 x 0.8 x 5.8 inches
- Shipping Weight: 3.2 ounces (View shipping rates and policies)
- Average Customer Review: 118 customer reviews
- Amazon Best Sellers Rank: #379,674 in Books (See Top 100 in Books)
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Tom Hopkins Audio Sales Collection Audio CD – Abridged, Audiobook, CD
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About the Author
Tom Hopkins was a millionaire by the time he was twenty-seven. He began his career as a real estate agent (failing miserably and earning $42 a month). After investing his last few dollars in a sales training seminar, Tom quickly rose to the nation's number one sales position—setting records that still stand today. Believing sales people are made, not born, Tom has dedicated his professional life to training and inspiring people to achieve their highest potential.
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2 of the discs I got almost nothing out of.
His discussion of the "closing mood" was weird. He compared it to dating and discussed ambiance and other things that might be applicable in some sales but never anything I've sold.
One disc did have a small amount of basic info.
I like Tom and his Master The Art of Selling is an all time classic - save your money from this and invest in that.
While the first CD - a summary of his bestselling book by the same name - was narrated in a voice that Suze Orman seems to have mimicked to mastery - from the very beginning when he describes what kinds of words we ought to use in sales, I learned things that seasoned pros only whisper in corners lest the secret get out. The first CD is the kind of CD I try to listen to once a week to make sure I don't lose sight of the fundamentals, and each and every phrase seems to impart something new each time I listen to it.
The second CD was the most useful after about four months in the business - basically a primer on how to survive the myriad stresses in selling. I discovered almost immediately that there are areas of the business that will eat at you like acid unless you are a) aware of them and b) have a sense about how to handle them. While I would like to learn more at this point than the second CD provides, it always (like the first one) keeps me on track with the stresses that ruin selling careers. Truth be told, I listen to this one the most on a regular basis, as it helps remind me of the things I go through every day, and naming something always makes it less powerful.
The third CD is also very good, but, as the name suggests - "Academy of Master Closing" - not necessarily something one needs to spend a lot of time on at the beginning. Nonetheless, this one is also invaluable as he describes who the professional salesperson is and how this person considers all of the subtle aspects to closing. It helped me most with my self image as I was transitioning into selling, and gave me a way of thinking about the process that was, as Tom often says, is that of a professional problem solver, not someone schlepping out product in high-pressure meetings.
I put the CDs onto my MP3 player and have them playing frequently throughout the week as I go between clients, do paperwork at my desk, or just get ready for the day ahead. I would also recommend as highly Zig Ziglar's "Bisquits, Fleas, and Pump Handles", the talk he gave and eventually adapted into "See you at the Top".