How to Master the Art of Selling

by Tom Hopkins and Hopkins, Tom,

Book Overview

After failing during the first six months of his career in sales, he learned and applied the best sales techniques, then earned more than one million dollars in just three years. What turned Tom Hopkins around? The answers are between the covers of How to Master the Art of Selling. It tells the reader what the profession of selling is really about and how to succeed. Book jacket.

• Format: Paperback
• Language: English
• ISBN: 0446386367
• ISBN13: 9780446386364
• Release Date: October 1988
• Publisher: Warner Books (NY)
• Length: 292 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.8" x 5.3" x 8.1"

Customer Reviews

"HOW TO Master the art of SELLING" by Tom Hopkins, has been in my professional sales life for decade

"HOW TO Master the art of SELLING" by Tom Hopkins, is the "how to" I recommend for the beginners as well as the season pros the want a fresh simple and stimulated reread for the profession called selling. Tom is one of the greatest in my decades of experience, in fact I not only recommend Tom's book, I gift them when I can.

art of seeling

this is a great book every salesman should read

Become a Sales Champion by the Master Builder of Sales Champions

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.

New & Revised version even better! Large Print.

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.

Striking formula for success - G.O.Y.A.

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

A classic - The masterpiece in professional selling

How To Master The Art of Selling is actally much more than just a classic and even more than a masterpiece. It is the bible of selling.Tom Hopkins took what he learned from J. Douglas Edwards, refined it and shows you literally how to master the art of selling.Before reading this great book by Hopkins, I was just an average salesman trudglying around. The methods and technqiques described b Hopkins herein transformed me.How To Master The Art of Selling changed forever my ability to sell and also my belief in the profesion of selling.

If you cannot sell, you cannot succeed....

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!