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KRISSY CHIN
KRISSY CHIN
How to Master the Art of Selling Paperback – Unabridged, May 20, 2005
How to Master the Art of Selling Paperback – Unabridged, May 20, 2005
by Tom Hopkins (Author)
4.7 out of 5 stars
After learning the most effective sales methods in the world, Tom Hopkins applied his new knowledge and made over $1 million in only three months.
In this completely updated and updated edition of the million-copy selling book, Hopkins shows how you are able to succeed in the business of selling. Learn:How do you create the ideal selling environment
Questions specific to tie-downs and questions
Prospecting for non-referral and referral
How do you "sell" the most important people in your life
Effective phone techniques
How can you make the first meeting?
How to deal with objections and what you should respond to when "no"
What are the best ways to test different closes and master 16 powerful closes
What can you do to maximize selling impact
He also demonstrates how his unique selling techniques could be yours!
Master Sales Training for Beginners up to Masters in Selling
Reviewed in the United States on June 14, 2017
I bought the Kindle version to make it easy to read and reference w/ my tablet when I'm traveling. I already had the hard copy and the audio versions. It's another Masterpiece by the Master of Sales Training. Every salesman should read this book. It's that good. You'll easily make a 100 x return on your investment in this book. I have. It's great for beginner's and for pros, too.
16 people found this helpful
Specificity. Anecdotes. Exercises.
Reviewed in the United States on July 25, 2019
My favorite thing about Tom Hopkins' How to Master the Art of Selling is how specific it is. Many self-improvement books (especially in sales) are extraordinarily vague, general and cliche. While they may put you in a desired frame of mind or remind you of important truths, they fail at actually arousing change because of lack of specificity.
Down to the exact wording and tone of the scripts, Hopkins is meticulously specific and thorough. Further, he explains why his scripts or ideas work with memorable examples. For example, when discussing buy-in (getting the customer to agree to small things), Hopkins lays out a series of hook phrases such as "isn't it?" and "doesn't that?", then gives us examples of salesmen using the phrase, as well as using it in his own writing to show how it can be overused. In fact, he goes the extra mile and includes an exercise to further commit this technique to memory.
Explanations, anecdotes and exercises such as that are important because they transform Hopkins' techniques from abstract concepts into tools committed to memory, tools which he motivated me to improve and practice on outside of the books.
While How to Master the Art of Selling is certainly an old book, it is far from obsolete. I consider it a must-read in sales and persuasion literature and am grateful for the person who recommended it to me.
7 people found this helpful
Ordered these for my sales staff.
Reviewed in the United States on May 12, 2020
First read this book 30 years ago and I have re-read it several times. Tom Hopkins' advice is the foundation of my success in sales. He is really the one trainer I have found that breaks down the sales process into nuts and bolts and provides further advice enabling anyone to succeed in sales. You will find a lot here for a single book. Regardless of personality, anyone can sell and learn to use their own personal advantages in a sales situation. Take your time and absorb this information he offers. You will be repaid many times over. Make it yours!
5 people found this helpful
Reviewed in the United States on March 31, 2019
This "updated" version of the 1982 best selling book on selling is STILL INCREDIBLE. Thank you, Amazon.com !!! (Note: This "audio book" has approximately 15 hours of successful selling tips and skills all on 1 C.D. disc)!!!!
4 people found this helpful
Outstanding Book for People in Sales
Reviewed in the United States on May 11, 2019
James Koch of Samuel Adams said this book provided more selling advice (I'm paraphrasing), than his Harvard MBA. It is a great book, with much invaluable information.
2 people found this helpful
Reviewed in the United States on November 10, 2017
Absolutely love this book. I love the art of selling using the words in it. It makes the communication the selling and just plain speaking to beautiful. The title is for sure right for it as it is an art. It is also an art to use a beautiful language and intention with its fellow men.
One person found this helpful
Great for business owners and sales people
Reviewed in the United States on January 13, 2017
Very informal book on how to truly master the art of selling. Tom Hopkins goes into incredible detail about how to sell anything by using his many tactics and closes. It took me quite a while to read but i did not quit because every page had something of value to take from it. Keep your highlighter handy!
3 people found this helpful
The Master is at work with this Kindle .. I use it to supplement the CD version.
Reviewed in the United States on December 28, 2015
I am an original owner of the cassette program and workbook. After 15 years I've updated it to the CD version. Tom Hopkins is a master seller. The Kindle version is so I have the information close at hand when needed. Tom offers excellent suggestions, memory items and phrases, gives many examples of how to use the suggestions and memory items, and this a an excellent backup on Kindle.
5 people found this helpful
Reviewed in the United States on November 13, 2020
Great book. Arrived sooner then expected, which is a plus. Was in excellent condition.
2 people found this helpful
Tome's training is truly the best. Buy it and become the salesperson you desire ...
Reviewed in the United States on December 16, 2017
Tome's training is truly the best. Buy it and become the salesperson you desire to be.
3 people found this helpful
Reviewed in the United States on September 3, 2018
So far it’s a good read. Not done yet but I’m getting a lot of good information to implement to help me succeed in my business.
One person found this helpful
Reviewed in the United States on October 22, 2021
I am new to sales. Brand new. And this book is a game changer. It was recommended to me by several people and all I could think is yeah, “one little book is going to make a difference.” I was wrong. If you are new to sales or maybe you have many years under your belt, a so-called “master” I would definitely recommend this purchase.
Reviewed in the United States on October 11, 2020
A must read.
2 people found this helpful
Tom leverages many years of spectacular success in sales in ...
Reviewed in the United States on May 19, 2016
Tom leverages many years of spectacular success in sales in his book. Be prepared to mark it up and re-read sections. It is not written for entertainment, but to help those who are new to professional selling get a firm grasp of the basics for success.
One person found this helpful
Reviewed in the United States on October 9, 2017
Best sales book ever written. I keep buying copies of it because people keep borrowing it and it never comes back.
2 people found this helpful
Should be called "an Artist handbook"
Reviewed in the United States on July 18, 2018
WOW so much info to think about
One person found this helpful
Excellent seller, product and shipping
Reviewed in the United States on September 6, 2011
Tom Hopkins was always the leader in sales, I first read this very book 30 years ago and afterwards, Motorola who I worked for, brought the Tom Hopkins seminar group in. I declined on the seminar having just read this book. It is surely the text book on sales. Very enjoyable to read, I bought this one for a friend. Ordered from Amazon and as always, fast shipping with great service. The book cover was a lot nicer than this picture describes. I was pleased.
3 people found this helpful
Reviewed in the United States on January 31, 2019
A wonderful read for any sales professional
Reviewed in the United States on February 28, 2018
Great product!
One person found this helpful
Reviewed in the United States on April 27, 2019
Very blunt and that’s the way it’s supposed to be
One person found this helpful
From the United States
From the United States
Reviewed in the United States on January 17, 2020
I've heard good things about this book and I cannot wait to read.
One person found this helpful
One of the best books on selling I've read
Reviewed in the United States on March 5, 2019
I read three sales books in a month. This one resonated with me the most. It holds great insight and advice that is easy to implement.
One person found this helpful
The Classic Book On Selling By The Established Sales Training Master
Reviewed in the United States on May 1, 2014
As a sales book author myself, I'm always looking for the great sales ideas that I can share with my students and clients.
This book by Tom Hopkins was the first sales book I ever read that really covered the entire art of selling for me. It changed how I sold.
I got my first copy of How To Master The Art Of Selling in 1981. At the time, I was doing well, selling vacuum cleaners in people’s homes. I remember buying the book in a bookstore (remember those?) and reading it over a long weekend.
The book changed everything about how I sold. Sure, I knew some closes, I had a way to prospect, and I knew how to demonstrate my product. But this is the first time I was seeing all this written down in a comprehensive book. A serious study of the techniques of selling. The book drew me in…I was engaged.
There have been several editions of this book. I was reading the first edition, in hardback. But the newest edition is the 2005 version. There are updates, and so I’m going to review the 2005 version.
Hopkins gives a short introduction about the profession of selling; Why it’s a great and honorable profession, and the advantages of seeking out a career in sales.
A large chunk of the book is invested, wisely I think, in asking questions. Some of this is Qualifying. And I have to admit, this is where the book helped me the most. What questions do you ask to make sure that you are talking to the right person. What questions do you ask to make sure that they have the money…and the ability to buy…before you even start your presentation. The technique of “Bracketing up for money” I took directly from the first edition of the book, used it word for word, and I saw a huge jump in my closing percentage.
He spends time on “Tie Downs”, which are ends of sentences, that turn the sentence into a question, and gather agreement from the prospect. I’ve used these in my selling, and find that they help hold the prospect’s attention. But if you use them more than a few times, they become obvious and irritating. Just use them in moderation.
There is a section on how to see rejection. This is a series of views on how to see rejection. The work comes from the book Anatomy Of A Salesman by Art Mortell…which is a great book by itself. And I wonder why it isn’t a best seller. It takes the fear out of prospecting. It also helps overcome the fear of rejection. The techniques in this section work. I’ve used them in my own life, and they helped me get over my fear of rejection.
The section on non-referral prospecting is revealing. There are several places to find perfectly good prospect, before you ever ask for referrals. These sources are covered nicely in the book.
The real strength of this book are the sections of types of questions, that lead to a close, and the closing questions themselves. Although I don’t use these in their presented form, you can learn a lot by reading the questions, and knowing why you should ask them. I won’t spoil it here, but the closes presented are strong stuff. This is old school closing, from a master of the craft.
The section on referrals is weak, but I imagine it’s because the author wants to appeal to salespeople in every field, and so he leaves out techniques that are only going to apply to a few businesses.
Do I use these techniques today? Not so much. My selling is pretty advanced, and my prospecting method makes the selling pretty easy. But for salespeople who haven’t taken serious sales training? This book is a goldmine. And everything taught in the book works.
I remember the end of that weekend in 1981. That week, I put what I learned to use, and saw my sales increase dramatically. Buy then I was already doing much of what was in the book. But the book taught me why I was doing it, and it helped me polish my methodology. And a few techniques, I learned for the first time, right from the book, and used them as is for a few decades.
A must for any sales person’s library. This is a book you study.
13 people found this helpful
Reviewed in the United States on August 30, 2013
Amazing, I have been doing sales for 10.5 years but this book opened my eyes even further.
Re*iterated what I already knew but did not know the why's behind it.
My results have increased dramatically after reading even the first few chapters and I have shared success with my team mates.
One person found this helpful
The bible of basic selling principles
Reviewed in the United States on January 4, 2007
I first read this book in the 1980s, and reread it in the past year. Salespeople so often disdain sales training as not helpful, but the more experience you garner, the more you realize the power of sales process and how it can influence your sales success. Every sales concept discussed in this book can be applied in every sales career, I believe. The power of effective communication in the context of creating clients can only be learned through the adoption of a system of which there are many variants but which all include the principles mapped out here. For the neophyte just starting to the grizzled veteran (and I read this book at both junctures of my career), this book is as good as any.
16 people found this helpful
Reviewed in the United States on November 16, 2013
I bought this book 10 years ago and someone stole it coz it was so good. I bought it again a couple of years ago. It is hands down the most complete book, ever written on selling. It doesn't have social media or much interest stuff (this edition has been updated but its just a couple of new paragraphs about emails) But that doesn't matter, it has so much info in it!
One person found this helpful
this book doubled my sales in one month
Reviewed in the United States on February 7, 2013
my boss gave me this book when i was struggling with sales his instructions were to leave it somewhere and read it in bits .
i left it in my bathroom and read it on the throne . my sales doubled the first month and i never had an easier time closing customers . tom taught me how to stay out of my own way and allow the customer to buy my product (for their reasons not mine)
4 people found this helpful
Reviewed in the United States on May 28, 2016
I gift this book frequently - one of the classics - cannot be beat
Back to the fundamentals
Thank you Tom Hopkins
One person found this helpful
Reviewed in the United States on January 15, 2019
Awesome book, it will empower you with tools, techniques and mindsets to not only succeed at sales but also to become the Champion Closer. Must read for everybody committed to taking their sales performance to next levels.
Reviewed in the United States on October 22, 2012
Anyone working can get some value from reading this book. Author gives great info on sales basics, how to ask for referrals from satisfied customers, and is very thorough. I used this book while working in the health field to help with case acceptance.
The concepts and principles work - you just have to practice.
One person found this helpful
Greatest book on selling, EVER!
Reviewed in the United States on November 12, 2013
No better guide to succeeding in sales than this book. This one was a gift. I've used one as my sales 'bible' since July 4th 1984 and it is all still very relevant and helpful. If you're in sales and haven't read this you've left some money behind.
One person found this helpful
Reviewed in the United States on July 2, 2018
Loved it! Perfect for anyone working in sales, covers a lot of techniques and also teaches you how to apply them to your real life
One person found this helpful
Reviewed in the United States on June 26, 2018
Thank you
Reviewed in the United States on February 18, 2019
The book is a good read and offers information and skills you can use in your day to day life. It keeps a good pace and won't get dull at all if you are interested in selling.
Reviewed in the United States on November 28, 2018
⭐️⭐️⭐️⭐️⭐️
If you are in Sales, you will want to read this book!!
Reviewed in the United States on September 2, 2021
Wonderful book! Packed with valuable information about selling in your work and in your life.
Reviewed in the United States on October 13, 2021
Excellent reading by a true master! A must read for every serious sales professional. Every word is pure gold. The best!
Reviewed in the United States on June 4, 2019
How to Master the Art of Selling is a great book! Opened my eyes as to how to sell.
One person found this helpful
Reviewed in the United States on August 1, 2019
Gift
One person found this helpful
Reviewed in the United States on December 8, 2018
Great reading
Reviewed in the United States on December 12, 2016
Very straight forward and insightful fundamentals for performing successful sales calls.
As a new AE for a media company - love it
Reviewed in the United States on July 10, 2015
a lot of great insights in here. It is one persons perspective so it isn't chalk full of diverse techniques but it's an essential tool for any salesperson
Feels like a live seminar type of read
Reviewed in the United States on February 24, 2017
A truly empowering and effective book. Feels like a live seminar type of read. Tom Hopkins' knowledge and experience are evident as he takes you through each phase of being a master salesman.
One person found this helpful
Can you go wrong with Tom Hopkins
Reviewed in the United States on May 20, 2014
I am new to sales and was turned on to Tom Hopkins recently. I found it extremely informative and have read and reread chapters just to glean as much as I could. I highly recommend it.
Reviewed in the United States on February 20, 2013
Great sales book! This book is a one for your collection of sales books; real thorough and precise on how to become a top salesmen. For anyone who rather get paid for their efforts than their time, this book is highly recommended.
If you don't do that it is a useless book.
Reviewed in the United States on June 14, 2016
If you are selling or trying to learn the skill of persuasion this is a must read. The trick is to take notes and actually practice and use the techniuqes though. If you don't do that it is a useless book.
One person found this helpful
Reviewed in the United States on July 31, 2017
A must have for anyone in the sales frontline/business owners etc.
2 people found this helpful
Reviewed in the United States on April 20, 2017
This book is a study guide for anyone in sales. We all are in sales whether we choose to acknowledge it or not. Learn invaluable skills to improve your life.
2 people found this helpful
Reviewed in the United States on August 30, 2015
Arrived on time and a great book that I lent out and never returned. This is everything you need to be successful in sales.
Reviewed in the United States on May 21, 2020
Awesome! This book arrived on time and in great condition. I can’t wait to start implementing the knowledge learned.
One person found this helpful
Reviewed in the United States on November 25, 2017
Tom Hopkins has amazing books. Easy to read and understand.
Rohan MG Moore President Champion Realtors
Reviewed in the United States on January 19, 2021
Great read!! A must have!!
One person found this helpful
Reviewed in the United States on March 6, 2014
Timeless wisdom! Tom teaches classic strategy that stands the test of the ages. Immediately applicable to all selling scenarios in the field!
Reviewed in the United States on November 4, 2016
good book
Reviewed in the United States on December 1, 2014
I read this book and use the lessons through my everyday life. Definitely helps in real estate
Reviewed in the United States on September 23, 2016
Much needed.
Reviewed in the United States on September 8, 2015
This book is a classic and anyone that sells anything would benefit from reading this!
Reviewed in the United States on February 9, 2016
great book . also have his cd.
Reviewed in the United States on October 26, 2017
Wow great content
One person found this helpful
Reviewed in the United States on October 10, 2016
Great book
Reviewed in the United States on July 6, 2016
GOOD BOOK
Reviewed in the United States on April 12, 2021
Great Book 100% recommend 👌
One person found this helpful
Reviewed in the United States on May 2, 2017
exactly what I wanted & fast delivery.
One person found this helpful
Reviewed in the United States on August 3, 2018
Great book
Reviewed in the United States on January 2, 2019
Like alot
Must Read for Motivated Sales Teams
Reviewed in the United States on June 13, 2015
This is an amazing book that provides the reader with applicable suggestions to develop individual success. I have applied the practices with several teams and they work. This books should be a recommended read to corporate executive who strive to increase their company profits.
One person found this helpful
Reviewed in the United States on September 14, 2016
Great book to start your selling career with. Plenty of great topics and strategies
One person found this helpful
Reviewed in the United States on December 30, 2021
Read this.
Reviewed in the United States on March 24, 2017
Excellent!
Reviewed in the United States on February 12, 2014
Well worth the small investment. If your in sales are going into sales, this book is well worth the investment
Reviewed in the United States on July 31, 2013
I read this at least once each year.
We also purchase this book for each of our employees.
This book gives you both the fundamentals to begin a career in selling as well as some top level techniques to become a Champion.
Reviewed in the United States on June 14, 2015
Just as described A++++++
Reviewed in the United States on November 4, 2016
As advertised. It's a book.
Reviewed in the United States on January 12, 2015
Good training book! Memorize the closes
Reviewed in the United States on September 4, 2017
Very good shape!
Reviewed in the United States on February 25, 2015
Excellent product and transaction
Reviewed in the United States on October 14, 2014
Great book on selling techniques
Reviewed in the United States on October 14, 2014
Great purchase experience
Reviewed in the United States on August 1, 2014
a classic that holds up even as the world changes.
This is the best sell book I ever own
Reviewed in the United States on October 9, 2012
I actually read all the chapters. The author wants us (salespeople) to actually succeed.he gives us all the fundamentals and all we have to do is to go out there and start implement these stuff.I recommend this book to all of you who want to be a champion in the selling industry.Thanks Tom
Reviewed in the United States on January 20, 2015
Long read but good!
Reviewed in the United States on October 17, 2016
a classic
Great book! Increased my revenue!
Reviewed in the United States on May 27, 2013
I love this book! Helped increase my revenue at work and then helped me to get a better position... Would recommend this book to anyone.
Reviewed in the United States on March 19, 2017
nice
Reviewed in the United States on March 22, 2016
great
Reviewed in the United States on April 18, 2016
The best of the best!
The only book on sales you will need!
Reviewed in the United States on February 8, 2015
I'm a Realtor and had heard about this book while reading a book on guerrilla marketing. I was hooked from the start.
The techniques are practical and if put to use and practiced I don't see why anyone can't succeed in any sales arena. I've committed mastering one technique at a time as I'm new to real estate but not to sales at all. Tom also recommends reading this book once a year. I will definitely do that to pick up on things I may have missed.
Anyone serious about mastering and being successful in sales? I highly recommend.
11 people found this helpful
Reviewed in the United States on June 17, 2014
Every person in sales needs to read this. It can be a dull read, but really provides essential insight encompassing sales.
Reviewed in the United States on February 23, 2012
This is a great book focused on sales. It really makes you look at things differently. It is a must-read for people in the sales industry.
Tom is a master at the Art of Selling!
Reviewed in the United States on July 5, 2015
If we're not selling something to someone, we still sell ourselves every day! Tom Hopkins nails it!
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