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Usually ships in 1 business days | | | | | | A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently | | | |
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| | Product Details | | Author: | Tom Hopkins | | Paperback: | 416 pages | | Publisher: | Business Plus | | Publication Date: | May 20, 2005 | | Language: | English | | ISBN: | 0446692743 | | Product Length: | 5.25 inches | | Product Width: | 1.13 inches | | Product Height: | 8.0 inches | | Product Weight: | 0.76 pounds | | Package Length: | 7.8 inches | | Package Width: | 5.28 inches | | Package Height: | 1.42 inches | | Package Weight: | 0.75 pounds | | Average Customer Rating: |  based on 89 reviews |
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| | Features | ISBN13: 9780446692748Condition: NewNotes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!
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| | Customer Reviews | Average Customer Review: ( 89 customer reviews )
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Most Helpful Customer Reviews
45 of 52 found the following review helpful:
 This is a must-read book for all sales professionals. Jul 22, 1999
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,
16 of 18 found the following review helpful:
 If you cannot sell, you cannot succeed.... Dec 05, 2001
By Franco Arda
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!
71 of 91 found the following review helpful:
 Yucky selling Feb 03, 2006
By Lisa M. Malki
I don't want to be manipulated by a salesperson. I don't want a salesperson to ask me yucky closing questions that are designed to arm-wrestle me into buying. There are those salespeople around. I can't stand them. I never buy from them. They are the salespeople who follow what is pretty much the essence of the Tom Hopkins method.
This is old-school sales junk. I learned these techniques when I started selling 30 years ago. They worked at one time, regardless that they were manipulative. I am sure they will work today by some salespeople on some buyers. But most buyers are not as naive as they once were and will not stand for this.
I also listened to the Hopkins tape series. I cringe when he calls us "Champions" because we are listening to his training. More manipulation. More insincerety. Simply yuck.
Having said all that, I must admit that there is a lot of good stuff here. But the good stuff is not unique to Tom Hopkins and does not forgive Hopkins for the old manipulative style he champions. Unfortunately the essence of the Hopkins approach is not customer centered, it's "get the sale" centered.
In my opinion the best and highest form of selling is consultative selling. That sort of selling does not require mainipulation or arm-wrestling. It requires an honesty and a sincere interest in the buyer's success. That means if your product is not right for the buyer you tell them it's not right. That sort of selling keeps your customers coming back. They know you have not gone to battle against them, armed with all sorts of trick closing techniques.
And that's what makes selling a real joy and a real profession.
13 of 15 found the following review helpful:
New & Revised version even better! Large Print. May 16, 2005
By CyberMan
"http://xtravelganza.gttrends.net"
I have to admit that I was not initially a fan of Tom Hopkins. To me he comes across like a used car salesman with a high pressure type of sales tactic.
My business is network marketing, and we use a soft sell approach. I was conferring with the top rep in my group who is making some insane income in our company. I asked him what he attributed to his success and he mentioned several books and tapes, but when it comes to selling, he said Tom Hopkins is tops.
I was at my favorite bookstore on Friday and was happy to see that the new and and revised version of this book was just released. It has a purple cover and large print. Over 420 pages loaded with information. I spent four hours non stop reading this great text, the most informative sales book that I have ever read. This is indeed the bible of salemanship.
Nice intro by Mr. Hopkins mentor, the late J. Douglas Edwards. Then on to what makes a great saleman. Chapter after chapter by Hopkins covering every aspect of selling. I used some of Hopkins techniques earlier today, qualifying prospects and working on presentation skills ala Tom Hopkins. I began to use "tiedowns" and the the "ben franklin close" and have to admit I felt a little silly at first, but it worked!
I can't wait untill I truly master all of the skills Mr. Hopkins presents in this masterpiece. Then I will really be dangerous.
Right now I am only halfway though the book. Wait untill I finish it and master these skills!
Thank you Tom Hopkins and Warner Books for releasing this new and revised version.
6 of 6 found the following review helpful:
Striking formula for success - G.O.Y.A. Apr 08, 2005
By Michael Davis
"www.byvation.com"
Sales ability often means the difference between success and failure for people starting a new business. In fact, you must be able to communicate your ideas to others to be successful. Also, you must instill a sense of "need" into the minds of your prospective customers so they will purchase your company's offering in sufficient quantity to convert wants into needs. Overall, this book offers great insight for the business owner. After scanning the book the business owner should give this book to each and every salesperson in their organization.
Tom Hopkins is considered one of the foremost experts in the world of Sales and in his book he shares much of his insider knowledge. "How to Master the Art of Selling" is an awesome book on the intricacies of selling. To be honest, it is somewhat hard-hitting and his approach to closing is on the assertive edge. When reading and applying the techniques in this book, or any other book, always adapt the information to the times. While written in 1982, it is still a timeless classic when tempered with today's knowledge - particularly in reference to closing. Today it's less about closing and more about opening relationships.
Rather than attempt to tell you all of what's in this classic, here are the contents:
1) What the profession of selling really is
2) The twelve sources of sensational selling success
3) Question right and sink your teeth into sales success
4) Creating the selling climate
5) Why don't I do what I know I should do?
6) Learn to love no
7) Referral prospecting
8) How to find fortune and felicity with the phone
9) A spectator sport buying is not
10) Put champion selling power in your presentations and demonstrations
11) Finessing the first meeting
12) Qualification is the key to Quota-Busting
13) The objection connection
14) Closing is sweet success
15) Twelve power closes for aspiring champions
16) A clutch for moneygrabbers
17) How to perspire less and profit more from paperwork
18) Fortune building starts with time planning
19) How to sell your way out of a slump
20) The most necessary skill of all
21) How to sell to the most important people you know
22) Five more power closes for aspiring champions
I'll leave you with this striking formula for success - G.O.Y.A. that is explained on page 265.
"Successful people begin where failures leave off. Never settle for 'just getting the job done.' Excel!" --Tom Hopkins
Michael Davis - Editor, Byvation
See all 89 customer reviews on Amazon.com
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