How to Master the Art of Selling

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Summary: This is a must-read book for all sales professionals.
Review: 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,

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Summary: A classic - The masterpiece in professional selling
Review: 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.

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Summary: Has been the "base" of my sales success for over 20 years!
Review: I am a VERY successful media salesperson and was introduced to this TAPE SERIES right out of college. I had NO clue of how to sell and this tape series gave me the solid foundation upon which to build. After a few years I read "How To Win Friends And Influence People" and after I put both of these works together, it was MAGIC! I am the most successful salesperson in my industry and I constantly have clients "BEGGING" to give me all of their money. The interesting thing is that money is not the reason that I am in sales. However, I have more money than I could possibly spend! And, when I asked a close associate why she thought all of this was happening, she and I sat down and figured it out. The answer was that the principles of both of these works have become such a part of me that I hadn't realized how Effective, Unique and Valuable they were. At one point I said to her, "Doesn't everybody treat their clients this way" and she said- THAT'S IT! You really DON'T get it! That's why you're SO GOOD! It's not an act. You're sincere and the fact that you actually care about them really comes through and sets you apart so much!
Enough said.

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Summary: If you are new to sales or need a refresher this is the book
Review: I first read this book back in 1984. It is the type of book that you can just pick up and turn to a page or chapter and read and immed. learn a idea to put to use right now. The book is easy to read. If you put the ideas to use you will close more sales and make a lot of money. I have been is sales for 23 years, from Insurance to collections services. The book has helped in all areas.

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Summary: The Best Career Book Ever
Review: I have owned this book since the beginning of my college years. I am now an Automotive Customer Relations Executive. This book helped start me on my path and guided me throughout my career. I have many of Tom Hopkin's training materials and have attended his Boot Camp Sales Training. I bought this book for every member of my staff to start them on their path of learning the expectations I have for them. This is the sales training book to own. Tom is a master at teaching people to incorporate his proven methods. Follow his guidance in the book and you will be successful too. Be a Champion!

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Summary: This is simply a must have !!!!!!!!!!!!!!!!!!!!!!!!!!!
Review: I highly recommend anyone that wants to succeed in business to read this book and act on it's lessons. I owe my success to the teachings of Mr. Hopkins. I have earned more in the field of selling for my family than I ever dreamed possible.
I didn't always achieve at a high level - I was introduced to this book many years ago when I had trouble paying the monthly utility bills! After learning the Hopkins basics in this book my self-esteem and income soared! I am now in the top of my field and I still come back to this book regularly for refreshers.
About those reviewers that say this book is dated - I say they are simply WRONG! I am a living testimony that the basics still (and always will) work. I would also highly recommend his tape series "How to master the art of selling anything", "Academy of master closing", and "Low profile selling" (Low profile will bring you well beyond the basics to the consultative style that made Tom so successful.)
Do yourself a favor and get this book.

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Summary: Finest Book on Sales Fundamentals Ever Written
Review: I just recommended this book to friend who is at a new startup company. I first read the book in 1994. I went from a good sales person to a top sales achiever using the techniques found in this book (I sell million dollar communication systems). The principles defined in this book are timeless. I make a point to read this book every year. Sales people fall into habits and become lazy. This book will help keep you sharp and with each read, I find a new insight in the book. I have also met many sales people who read the book each year - a spring training to reinforce the fundamentals of excellence. Thank you Mr. Hopkins...

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Summary: Classic
Review: I notice a lot of negative reviews by people who aren't worthy to shine Tom's shoes. This book made the careers of many sales professionals, and deserves to be treated with respect. I went through several copies in the early 80's, replete with underlining. Of course there has been progress in selling since them! Does that mean that we need to diss those who have contributed to the advancement of this profession?

As far as substance, Tom explains each of the stages of salesmanship in simple, but not simplistic, terms. It is as good an introduction to the field as any you are likely to find. It is up there with Zig's best. And, I might add, Zig and Tom would pay homage to Frank Bettger, Elmer Wheeler and other pioneers who blazed the trail.

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Summary: Dud!
Review: I read a lot of sales books and I had heard of Hopkins, so I decided to pick this "book" up.

What a disappointment.
The book was nothing more than a marketing piece for his organization.

Do yourself a favor, pick up something original and not this sham - try S.P.I.N. Selling, Selling to V.I.T.O. or any of the consultative selling books out there and pass this one up.

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Summary: Buy this book! It works
Review: I saw Tom Hopkins at a "Success '95" seminar in Louisville.
His performance was electric. After the seminar I purchased his book, "How to Master the Art of Selling." I have read it cover to cover, and I have studied the material. I can tell you that it works. Whether you're in sales or just want to improve your interpersonal skills, Tom's book is great. His pointers on how to address rejection, prospecting,etc. are right on the mark. I recommend it highly.