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After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.
- Sales Rank: #330822 in Books
- Published on: 1988-10-20
- Original language: English
- Number of items: 1
- Dimensions: 8.00" h x .75" w x 5.25" l,
- Binding: Paperback
- 292 pages
About the Author
TOM HOPKINS
The Builder of Sales Champions
And Master in the Art of Professional Selling
Tom Hopkins carries the standard as a master sales trainer and is recognized as the world’s leading authority on selling techniques and salesmanship.
Over 3,000,000 people on five continents have attended Tom’s high-energy live seminars. Tom personally conducts 75 seminars each year traveling throughout the United States, Canada, Australia, New Zealand, Singapore, Malaysia, Taiwan and the Philippines.
Tom Hopkins is a distinguished charter member of the National Speakers Association and was among the first to receive its prestigious Council of Peers Award for Excellence. Tom’s talent of teaching in a creative and entertaining style has brought him a tremendous following, as well as constant demand for appearances at regional and national conventions each year.
Tom Hopkins has been the subject of countless articles in publications such as U.S. News and World Report, The New York Times, The Los Angeles Times, Personal Selling Power, People magazine, Selling magazine, Entrepreneur magazine, and The Washington Post.
One of America’s most successful and dynamic businessmen, Tom Hopkins did not find success easily. Born in Burbank, California, Tom quit college after only three months. At 19 years of age, married and with a baby on the way, he took a job in construction. It wasn’t too long before Tom decided that this was not the way he wanted to spend the rest of his life, so he quit the construction job and took a job he thought would be easier – selling real estate.
Six months into his real estate career, Tom’s income was just $42 a month. Tom realized at this point that he wasn’t making money in sales because he didn’t know how to sell. After discovering that all the top producers in sales had extensive sales training, Tom set out to learn everything he could about professional selling methods.
Armed with drive, determination and knowledge, Tom Hopkins built his sales volume to over $14,000,000 within five years.
In 1976, Tom founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople through the world utilize his professional sales training materials.
Most helpful customer reviews
29 of 31 people found the following review helpful.
New & Revised version even better! Large Print.
By CyberMan
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.
18 of 18 people found the following review helpful.
Great for your first Hopkins book, too much review for seasoned Hopkins fans
By Amazon Customer
I've been anticipating the release of this book when I saw it was being published, and as good as Tom Hopkins is (peerless, frankly, in my eyes) in the world of sales skills training, I was a little disappointed in this book.
I have read his classic, epic, bestselling and game-shifting "How to Master the Art of Selling", and I have a hard time turning anywhere else when I have questions or want to refresh on the basics. I am aware there are other sales trainers, but for my money (and the money I'll make!) Tom Hopkins is the gold-standard.
Some of his other books bear mention here: "Low Profile Selling" is fantastic, replete with scripts and language and good tips for how to approach the sales process without coming off as a pushy, greedy salesperson. His "Guide to Greatness in Sales" is another very good, very on-the-ground counsel for people who find themselves 6 months to five years in the business and are dealing with some of the requisite growing pains.
I also can't mention highly enough his 3-CD audio collection; I have relied on disc 2 (Advanced Survival Training) more than I ever thought I would and it kept me going when I was contemplating throwing in the towel.
One of the things, I think, that separates Tom Hopkins from the others is that he is selling the profession of selling to all of us, his students, in the best possible way. Demonstrating the principles he teaches, he paints vivid emotional pictures for us to imagine ourselves as successful salespeople, pictures that give us the desire to undergo the training to go out and win. It's brilliant.
So I came to the latest book with this deep respect for his teachings, and is perhaps why I was underwhelmed by the book. He surely does update some of his best material for the book, and tailor it in ways to the financial services industry, but much of what he says about sales in the financial services industry - such as that your prospects are nervous about making a big decision with their money, can they trust you with it, your company, etc.? - doesn't differ substantially from sales in other areas too: real estate, corporate purchasing, high-net worth products - anywhere, in fact, where a large purchase is made, so doesn't seem that this advice is tailored or only relevant to the financial services industry.
I suppose I was hoping for more script language, more specifically adapted material to financial services, but much of the book dwelt on fundamentals of any sales process - finessing the first impression, becoming referrable, etc - such that after all the exposure I've had to his teachings, I didn't find anything here that made me go "Wow, that's exactly right for my field!"
That said, if you are considering this as your first Tom Hopkins book, and you work in the financial services industry, I would say without a doubt that it is an excellent introduction to his teaching, and that once you read this you'd be well-served to visit the previously mentioned works too and mine them for all of their brilliance.
51 of 60 people found the following review helpful.
This is a must-read book for all sales professionals.
By A Customer
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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