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How to Master the Art of Selling

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After he learned the world's best sales techniques, Tom Hopkins applied his new skills and earned more than one million dollars in just three years. Now, in this fully updated and revised edition of the million copy seller, Hopkins shows how you can succeed in the profession of selling. Learn: How to create the perfect selling climate Specific questions and tie-downs Referral After he learned the world's best sales techniques, Tom Hopkins applied his new skills and earned more than one million dollars in just three years. Now, in this fully updated and revised edition of the million copy seller, Hopkins shows how you can succeed in the profession of selling. Learn: How to create the perfect selling climate Specific questions and tie-downs Referral and non referral prospecting How to "sell" the most important people you know Effective phone techniques How to finesse the first meeting How to handle objections and what to do when you hear the word "no" How to test different closes and master sixteen powerful closes How to plan for greatest selling impact And he shows you how his great selling techniques can be yours!


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After he learned the world's best sales techniques, Tom Hopkins applied his new skills and earned more than one million dollars in just three years. Now, in this fully updated and revised edition of the million copy seller, Hopkins shows how you can succeed in the profession of selling. Learn: How to create the perfect selling climate Specific questions and tie-downs Referral After he learned the world's best sales techniques, Tom Hopkins applied his new skills and earned more than one million dollars in just three years. Now, in this fully updated and revised edition of the million copy seller, Hopkins shows how you can succeed in the profession of selling. Learn: How to create the perfect selling climate Specific questions and tie-downs Referral and non referral prospecting How to "sell" the most important people you know Effective phone techniques How to finesse the first meeting How to handle objections and what to do when you hear the word "no" How to test different closes and master sixteen powerful closes How to plan for greatest selling impact And he shows you how his great selling techniques can be yours!

30 review for How to Master the Art of Selling

  1. 4 out of 5

    Will Thomas

    The third of four books on my Read Daily shelf. This is one of the greatest self-help books ever. You master sales by mastering yourself! Sometimes reading this I find myself thinking, "Why would any Christian want to do anything else but sales?" What is sales? At its best, sales if figuring out what the person you're talking to needs, and how to get it to them! If nobody is selling anything to anybody, nobody anywhere is making any money! Next to actually producing the goods sold, it is the ess The third of four books on my Read Daily shelf. This is one of the greatest self-help books ever. You master sales by mastering yourself! Sometimes reading this I find myself thinking, "Why would any Christian want to do anything else but sales?" What is sales? At its best, sales if figuring out what the person you're talking to needs, and how to get it to them! If nobody is selling anything to anybody, nobody anywhere is making any money! Next to actually producing the goods sold, it is the essential thing. Done properly, it is truth, it is relationship, it is service.

  2. 5 out of 5

    Tom Behr)

    Tom Hopkins' premise: The implicit, and often explicit premise of his books (and most other sales books) is “here’s how to motivate yourself to persist in a highly frustrating, difficult, often demeaning and discouraging profession.” What he doesn't get: If tyou start working with your customer to achieve mutual goals, then selling stops being all the things that salespeople hate about it - so you don't need to be "motivated." Tom Hopkins' premise: The implicit, and often explicit premise of his books (and most other sales books) is “here’s how to motivate yourself to persist in a highly frustrating, difficult, often demeaning and discouraging profession.” What he doesn't get: If tyou start working with your customer to achieve mutual goals, then selling stops being all the things that salespeople hate about it - so you don't need to be "motivated."

  3. 4 out of 5

    Mani

    Great read! Clear layout of the sales process as a series of measurable and implementable concepts. He covers everything from timing, to attitude, to language patterns, to dealing with "no" and rejection. My favorite part of the book is the increasing awareness that he does all of the things that he suggests adopting as habits to increase effectiveness of persuasion and communication of ideas in the book. They don't feel unnatural as he does them. This takes some of the ick factor out of using sal Great read! Clear layout of the sales process as a series of measurable and implementable concepts. He covers everything from timing, to attitude, to language patterns, to dealing with "no" and rejection. My favorite part of the book is the increasing awareness that he does all of the things that he suggests adopting as habits to increase effectiveness of persuasion and communication of ideas in the book. They don't feel unnatural as he does them. This takes some of the ick factor out of using sales scripts and tactics for me. Also, the repeated reminder of the importance of integrity and the intention to serve as core drivers of the sales process "slick language mastery" aside. I intend to listen to the audio book a few more times to deeply internalize it because I like it and trust where the author guides me in mental space and the ability of the framework he lays out to get me there...also a skill he explains in the book. It goes well with "Hidden Agenda" which has more emphasis on structuring the pitch and how to do research and build your case based off understanding client motivation(needs, wants, values).

  4. 4 out of 5

    Shaun

    Excellent book, wouldn't you agree? Excellent book, wouldn't you agree?

  5. 4 out of 5

    Timo Esser

    One of my personal sales bibles

  6. 5 out of 5

    Joe

    I first heard about Tom Hopkins over 25 years ago when I was 8 years old. Both my parents read but I just keep seeing this book again and again all over the house. For several years my dad was among the top any some years the very top new Ford Salesman of the year so I can only assume that this book played at least some small role in that achievement. What I am sure also played a role is the type of person who reads a book to become better at their job and earn more is surely more likely to succ I first heard about Tom Hopkins over 25 years ago when I was 8 years old. Both my parents read but I just keep seeing this book again and again all over the house. For several years my dad was among the top any some years the very top new Ford Salesman of the year so I can only assume that this book played at least some small role in that achievement. What I am sure also played a role is the type of person who reads a book to become better at their job and earn more is surely more likely to succeed (even if the book is worthless) purely because they have the motivation and the desire to improve. A lot of the book is about specific qualifying and closing techniques, the use of open questions vs closed questions (that are answered with a yes or no) and when you use each of these. Focusing on the benefits of a product or service (and not the features). For me some of the most interesting points were about mindset, goal setting, organisation and time management which are critical to the success of any person whether working in sales or not. I would recommend the entire book to anyone working in sales. I would recommend the last 1/3 of the book to everyone.

  7. 5 out of 5

    Ian

    It's hard to imagine not making a living without having read this book. The trick is to be selective about which bits you take on board and also to cut through the cheese. At the heart of this book is a philosophy that sales is not a matter of luck. It's about planning, preparation and a lot of hard work. It's also about building the defences that let you handle the ups and downs of a job that relies on outside factors outside of your control for it's success. There are lots of moments in this bo It's hard to imagine not making a living without having read this book. The trick is to be selective about which bits you take on board and also to cut through the cheese. At the heart of this book is a philosophy that sales is not a matter of luck. It's about planning, preparation and a lot of hard work. It's also about building the defences that let you handle the ups and downs of a job that relies on outside factors outside of your control for it's success. There are lots of moments in this book where you think - good lord, I'd never say that to someone. or, My Goodness, I'm not doing that! And maybe you own't. But the ideas behind the role plays and scripts are excellent, the trick is to to stop judging and think about how they might apply to your business and how these ideas can affect your income.

  8. 5 out of 5

    Mat Rueter

    No activity is more vital to the economy's health than selling No activity is more vital to the economy's health than selling

  9. 4 out of 5

    Mike Wenzel

    A little bit dated but excellent skills for selling, organization and planning.

  10. 5 out of 5

    Chuck

    The best book written on the art of "selling". And this in an ethical and non-manipulative manner. The best book written on the art of "selling". And this in an ethical and non-manipulative manner.

  11. 5 out of 5

    Kostas

    Rather optimistic salesman stuff. The author is clearly good at his art (selling). However the glib overoptimistic disguise of selling stuff as ‘offering a service’ doesn’t always work as well. There are moments where I highly doubt you can use some of the suggested techniques without becoming the dreaded ‘smooth talking salesperson’ caricature

  12. 5 out of 5

    Adam

    Fun read lot's of useful script and highly motivational. Tom has a can do spirit that shines through! Nuggets of Truth: When someone asks how your day is say unbelievable You never missed a days work but what do you want to do with your life? Success comes at a different pace for people Be in the word business your only as good as the words you know how to say Most folks are either in a crisis going into one or coming out of one most of the time and that's just life. So we want to keep ourselves liv Fun read lot's of useful script and highly motivational. Tom has a can do spirit that shines through! Nuggets of Truth: When someone asks how your day is say unbelievable You never missed a days work but what do you want to do with your life? Success comes at a different pace for people Be in the word business your only as good as the words you know how to say Most folks are either in a crisis going into one or coming out of one most of the time and that's just life. So we want to keep ourselves living in the solution of our challenges not in the problems that they bring. The pain of change is forgotten when all the benefits arrive Always look for the commonality when you meet people Ice breaker question I couldn't help but notice your lapel pin I love to meet winners, maybe we can visit? Pop by means it will be a short visit. Your ear picked up on it Ask questions that mentally throw them into the future and assumes they are going ahead You obviously have a reason for going forward would you share that with me Obviously you wouldn't take your time to think this over insert name if you weren't seriously considering it. Just to clarify my thinking what part of the opportunity is it that you want to think over? Is it the money or possibly your resistance to change? When you say it's too much I want to know how much too much you feel it is? You have to start thinking and action as if your a million dollar producer Take your best shot every day I must do the most productive thing possible at any given moment Love people use money Success comes after service in the dictionary give people service Admit that no one holds you back but you Her voice is a melody I wish you greatness!

  13. 4 out of 5

    Greg

    Tom can sound a bit cheesy at times, but this book is chockablock with cool tactics and excellent messages to get you psyched up about selling. His lessons go beyond selling, though, and throughout the book there is an earnest life-philosophy which may be the most memorable aspect of this book. He has little time for people that find ways to defeat their own motivation with excuses, or look any place but their own attitudes and skills to find the reasons that they're failing. He brings you along Tom can sound a bit cheesy at times, but this book is chockablock with cool tactics and excellent messages to get you psyched up about selling. His lessons go beyond selling, though, and throughout the book there is an earnest life-philosophy which may be the most memorable aspect of this book. He has little time for people that find ways to defeat their own motivation with excuses, or look any place but their own attitudes and skills to find the reasons that they're failing. He brings you along in the book by threatening to drop you as just another mediocrity with a mouth. For example, he doesn't say "Don't let your friends' negative attitudes affect the way you feel about your work in sales." He says "Get new friends that can help you grow in the path you're taking." Not that I'm all for leaving friends behind to make a cash grab, but friends that make fun of you, or make you feel guilty about your desire to improve your life, they don't quite have your best interests in mind, do they? Not to brush aside the sales tactics, which I think are at times brilliant. I can recognize quite a lot of these tactics from sales that I've been involved in, and also in other arenas where building heat about a specific idea (or person) is the name of the game. For example, most of the literature I've seen on modern-day pickup artists could have been lifted almost word-for-word from this book. I liked it. I might read it again next year.

  14. 5 out of 5

    Jimmy Corvan

    Very very meh. How to Master the Art of Selling’s greatest strength lies in the fact that it seems to take a very logical and realistic look at actions that successful salesman might or should take in their pursuit of success. However, I believe it falls short of its claim (that is, truly mastering the art of selling) as it outlines what, I assume, most salesmen already do. That is, Hopkins, emphasizes personal visits, regular follow up, thank you notes, etc. all of which, I’m convinced, the maj Very very meh. How to Master the Art of Selling’s greatest strength lies in the fact that it seems to take a very logical and realistic look at actions that successful salesman might or should take in their pursuit of success. However, I believe it falls short of its claim (that is, truly mastering the art of selling) as it outlines what, I assume, most salesmen already do. That is, Hopkins, emphasizes personal visits, regular follow up, thank you notes, etc. all of which, I’m convinced, the majority of salesmen already do. Granted, Hopkins does offer some outstanding situational advice, which was often rather enlightening and thought provoking. However, these situational recommendations are overly abundant throughout the book. There are so many of these recommendations that a person would, likely, have to read the book four to five times to truly pick up on everything. Coupling this with his constant wording of, “make sure you say this exactly like this…” I just don’t think it’s feasible for someone to truly heed all of his advice.

  15. 4 out of 5

    Amanda

    I enjoyed this. I was a bit surprised, but the author lays everything out well, & despite the old cover, the version I read had a section on social media, & networking that were helpful. I’m fairly new to direct sales & Hopkins’ book is a great intro, and book to review. I think what I found most helpful was how and when to use open ended and yes or no questions; to not give away too much ‘free’ information; to listen to people more than you talk (an all around good skill to have); and to read b I enjoyed this. I was a bit surprised, but the author lays everything out well, & despite the old cover, the version I read had a section on social media, & networking that were helpful. I’m fairly new to direct sales & Hopkins’ book is a great intro, and book to review. I think what I found most helpful was how and when to use open ended and yes or no questions; to not give away too much ‘free’ information; to listen to people more than you talk (an all around good skill to have); and to read between the lines of what people are saying. Also, I learned when doing direct/networking suits a specific client, when you’re not going to get a sale, but potentially can create other benefits for you and your diverse clients according to your goals and their needs. Networking and socializing online and off, is key to business and direct sales. Enjoyed this, was expecting to be bored, but it’s applicable in life. What can you give other people that they need? What’s in it for them? How can that work for business and also persuasion or reason.

  16. 5 out of 5

    Nathan Boler

    This book is dated but still highly effective. I learned a lot about the art of selling and speech patterns. Minor yes is very important. Get as many as you can. "Wow that's really fun isn't it?" "Isn't it really fun?" Get positive confirmation before you stick your neck out though. Don't force words into their mouths if you haven't gotten the initial signal. Keep them comfortable. Figure out their objections. Porcupine technique: answer their question with a question. Does it come in green? Would This book is dated but still highly effective. I learned a lot about the art of selling and speech patterns. Minor yes is very important. Get as many as you can. "Wow that's really fun isn't it?" "Isn't it really fun?" Get positive confirmation before you stick your neck out though. Don't force words into their mouths if you haven't gotten the initial signal. Keep them comfortable. Figure out their objections. Porcupine technique: answer their question with a question. Does it come in green? Would you like it in green? Let me make a note of that. Change the base of their objection. If they say the kids bedroom is too small, you say are you going to base your purchase on the safety and warmth of the home, or a few inches on this bedroom? A goal is only a wish or dream until its written down. Write down anything you want to achieve. Gotta be in writing. Gotta be vividly imagined. Gotta have a date. Gotta be ardently desired. Gotta commit to it.

  17. 5 out of 5

    Laurent

    5 stars - wow. had a deep impact on me. After How to Win Friends, and Mate, this is a book I will read every year. It presents everything that makes the sales process : questioning techniques, prospecting, referrals, presentations, closings. What makes the book in my yearly reads list is that Tom Hopkins underlines the importance of sales ethics : don't be pushy, don't try to sell to people who do not want your product. Instead, ask questions, identify their situation and, with that knowledge, as 5 stars - wow. had a deep impact on me. After How to Win Friends, and Mate, this is a book I will read every year. It presents everything that makes the sales process : questioning techniques, prospecting, referrals, presentations, closings. What makes the book in my yearly reads list is that Tom Hopkins underlines the importance of sales ethics : don't be pushy, don't try to sell to people who do not want your product. Instead, ask questions, identify their situation and, with that knowledge, ask them questions to make them realize that the specific product you have in mind for them is exactly what they need. This book is applicable to other topics than selling cars or shoes. You can apply its content when looking for a job (i.e. Selling yourself and your skills), in dating (selling a coffee date), in family (selling a particular outdoors activity to your kids), and much more. Highly recommended.

  18. 4 out of 5

    Andrew

    Experts say this is the best book ever written in its field. I haven't read them all, of course, but would say this is a gold mine of information. I have bought at least 20 copies for friends and for my staff when I ran a high-tech trade association. The practical tips and lively presentation can be especially helpful for those who do not believe they are in traditional "sales" and yet are trying to persuade somebody of something, even if only an idea. Additionally, Hopkins makes a compelling ar Experts say this is the best book ever written in its field. I haven't read them all, of course, but would say this is a gold mine of information. I have bought at least 20 copies for friends and for my staff when I ran a high-tech trade association. The practical tips and lively presentation can be especially helpful for those who do not believe they are in traditional "sales" and yet are trying to persuade somebody of something, even if only an idea. Additionally, Hopkins makes a compelling argument that top professionals will treat the field as a "profession" by taking a long-term view, including the practice of not selling products and services unless they truly fit the customer's need.

  19. 5 out of 5

    Trinity Wurm

    I'll be honest, it wasn't as attention-grabbing as a novel but, I also wasn't reading this because I absolutely wanted to. In my Personal Selling class in college here, I am required to do a book report on a sales or self-betterment book and this was the one I chose. However, I did find many things about it quite useful and as I was picking up on the different techniques this book gives, I put them into practice at the financial institution I work at selling financial products. Let me tell you, I'll be honest, it wasn't as attention-grabbing as a novel but, I also wasn't reading this because I absolutely wanted to. In my Personal Selling class in college here, I am required to do a book report on a sales or self-betterment book and this was the one I chose. However, I did find many things about it quite useful and as I was picking up on the different techniques this book gives, I put them into practice at the financial institution I work at selling financial products. Let me tell you, my sales have already increased and so has my confidence and utility doing it. I will continue to go over 'How to Master the Art of Selling' to help my career as I'm planning on utilizing not just the ten or so things that I've already implemented, but everything that can apply to my field.

  20. 4 out of 5

    Andrew B

    I read this book after recently getting a job offer in sales. Just starting out in the industry, I found this book very helpful, basic, and organized. I feel like it made for the perfect introductory read at the start of my career. All that being said, I did read an older version of it, however the skills and strategies mentioned in the book are basic and timeless and were not lost in translation. I think this book is worth a re-read for sure, but this time I will look into the most recent versio I read this book after recently getting a job offer in sales. Just starting out in the industry, I found this book very helpful, basic, and organized. I feel like it made for the perfect introductory read at the start of my career. All that being said, I did read an older version of it, however the skills and strategies mentioned in the book are basic and timeless and were not lost in translation. I think this book is worth a re-read for sure, but this time I will look into the most recent version. As Hopkins recommends in his book, it would be good to read (or at least skim some chapters) a few times a year, and I'll try my best to do so!

  21. 5 out of 5

    Richard Gowan

    My first real Sales Manager gave me a copy of this book, and it formed the basis of my education in the sales process. Granted, a lot of the advice in the book seems self-evident, but like any other topic, reinforcement goes a long way towards incorporation. I pick this book up occasionally and re-read chapters in order to make sure I am not straying from the path. This book has helped me immensely, along with The Sandler Rules and The Accidental Salesperson, to see how this career doesn't have My first real Sales Manager gave me a copy of this book, and it formed the basis of my education in the sales process. Granted, a lot of the advice in the book seems self-evident, but like any other topic, reinforcement goes a long way towards incorporation. I pick this book up occasionally and re-read chapters in order to make sure I am not straying from the path. This book has helped me immensely, along with The Sandler Rules and The Accidental Salesperson, to see how this career doesn't have to be as hard as many make it.

  22. 4 out of 5

    Sean Fishlock

    Great, though long, motivational piece. Some really nice ideas about moving people. The single biggest take away from this book is the ability to turn almost anything into a closing question ... isn't it? How do you feel about sales? What do you mean? So you're saying that you feel like you're not achieving your goals? That it is hard to stay motivated? This is a great place to start. It will help you to stay positive, to plan and reach your goals, which is what you're looking for isn't it? Start read Great, though long, motivational piece. Some really nice ideas about moving people. The single biggest take away from this book is the ability to turn almost anything into a closing question ... isn't it? How do you feel about sales? What do you mean? So you're saying that you feel like you're not achieving your goals? That it is hard to stay motivated? This is a great place to start. It will help you to stay positive, to plan and reach your goals, which is what you're looking for isn't it? Start reading now.

  23. 4 out of 5

    David Skinner

    This is a foundational sales book with numerous tactical tips and tricks to increase sales effectiveness: "If something needs to be done at some point in the future, do it right now. If something does not need to be done in the future, throw it away right now." "If you do what you fear, you conquer fear." "Champions reahearse, rehearse, rehearse. Write down your most commonly heard objections and drill the answers until you can respond appropriately cold." The 16 closes are incredible and worth memo This is a foundational sales book with numerous tactical tips and tricks to increase sales effectiveness: "If something needs to be done at some point in the future, do it right now. If something does not need to be done in the future, throw it away right now." "If you do what you fear, you conquer fear." "Champions reahearse, rehearse, rehearse. Write down your most commonly heard objections and drill the answers until you can respond appropriately cold." The 16 closes are incredible and worth memorizing.

  24. 5 out of 5

    Katgoyette Goyette

    This is by far the most practical sales book I have read, and has helped my career immensely. However, I simply will not give 5 stars to any how-to book. Perhaps this is snobbish of me, but being that I spent my college years to acheive a Bachelor of Arts in English Literature, I feel I would be selling out if I were to award 5 stars to any other than works worthy of literary study.

  25. 4 out of 5

    Bob

    This is a powerful but unsubtle book. An old friend of mine who was a marketing consultant and talented salesperson thought this book was hokey. Its great virtue is that it really starts at the beginning and is full of details. It's a rabbit stew cookbook that begins, as one should, by telling you how to catch a rabbit. This is a powerful but unsubtle book. An old friend of mine who was a marketing consultant and talented salesperson thought this book was hokey. Its great virtue is that it really starts at the beginning and is full of details. It's a rabbit stew cookbook that begins, as one should, by telling you how to catch a rabbit.

  26. 5 out of 5

    Mary Z : )

    Excellent book. I am not a salesperson by nature, but we can all use some help learning negotiating skills. Full of solid, practical advice - I even took notes! The only downside is the edition I borrowed from the library was from the 1980s. Technology has evolved just a bit since then, so no need for the tape recorder! I'd consider buying a more updated edition for future reference. Excellent book. I am not a salesperson by nature, but we can all use some help learning negotiating skills. Full of solid, practical advice - I even took notes! The only downside is the edition I borrowed from the library was from the 1980s. Technology has evolved just a bit since then, so no need for the tape recorder! I'd consider buying a more updated edition for future reference.

  27. 4 out of 5

    Hannah

    If you have to sell in any capacity this book is a must-read. He covers everything from mindset, technique, referrals, closes and much more. You get examples of everything so you can adapt them to your product or service. It's not the pushy selling either it is just confident selling, knowing everything you can and being able to bring the value of your offer to every client. If you have to sell in any capacity this book is a must-read. He covers everything from mindset, technique, referrals, closes and much more. You get examples of everything so you can adapt them to your product or service. It's not the pushy selling either it is just confident selling, knowing everything you can and being able to bring the value of your offer to every client.

  28. 4 out of 5

    Christopher Cahill

    One of the best books I've ever read. Hopkins is hilarious at times but never fails to show you his passion for what he does. This book will definitely get you excited and motivated to pursue not just sales, but nearly anything. One of the best books I've ever read. Hopkins is hilarious at times but never fails to show you his passion for what he does. This book will definitely get you excited and motivated to pursue not just sales, but nearly anything.

  29. 5 out of 5

    James

    Good motivational book with helpful insights. I would read this at work sometimes on my breaks and would find myself wanting to try his methods right away. I thought his suggestions were very practical. He also described a lot of work situations that I could really relate to which was useful.

  30. 4 out of 5

    Sara

    When I was younger I had a sales job and my dad bought me this book. I wasn't so much interested in making sales as I loved the product in the store. I read the book because it was a gift and was surprised how much it positively influenced me. A great book. When I was younger I had a sales job and my dad bought me this book. I wasn't so much interested in making sales as I loved the product in the store. I read the book because it was a gift and was surprised how much it positively influenced me. A great book.

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