How to Master the Art of Selling

by Hopkins, Tom

• ISBN13: 9780446692748
• ISBN10: 0446692743
• Edition: Revised
• Format: Paperback
• Copyright: 2005-05-20
• Publisher: Grand Central Publishing
• More Book Details
• Purchase Benefits

Summary

With over one million copies sold and now fully revised and updated, HOW TO MASTER THE ART OF SELLING motivates and educates readers to deliver superior sales. After failing during the first six months of his career in sales, Tom Hopkins discovered and applied the very best sales techniques, then earned more than one million dollars in just three years. What turned Tom Hopkins around? The answers are revealed in HOW TO MASTER THE ART OF SELLING, as Tom explains toreaders what the profession of selling is really about and how to succeed beyond their imagination, including:

Author Biography

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.

Table of Contents

Introduction	xix
J. Douglas Edwards
What the Profession of Selling Really Is	1	(15)
The Myth of the Natural-Born Sales Wonder
The Seven Basics That'll Make You as Great as You Want to Be
Money Study: The Learning-to-Earn-Fast Fivesome
Your Primary Tool
The Twelve Sources of Sensational Selling Success	16	(16)
Why You Can't Fail
How to Develop Desire
SPR Is the Difference Between Have and Have-Not
The Purchase Path
Question Right and Sink Your Teeth into Sales Success	32	(26)
Twelve Pointers on Question Technique
Questioning 101-The Basics
The Standard Tie-Down
The Inverted Tie-Down
The Internal Tie-Down
The Tag-On Tie-Down
Tagalong Questions
The Alternate of Choice
The Porcupine Technique
The Involvement Question
Making These Strategies Yours
Make Two Right Turns to Sales Success
Use Both Barrels: Discovery Questions and Leading Questions
How to Take Command with Leading Questions
The Three Principles of Question-Asking Power
Creating the Selling Climate	58	(35)
Sell the People Who Can Buy
Don't Sell Logic---Arouse Emotions
Catch the Change on the Move
Replace Rejection Words with Go-Ahead Terms
The Triad Concept: How to Multiply Your Effectiveness
The Senses That Sell the Emotions
Why Don't I Do What I Know I Should Do?	93	(27)
How You Get Depressed
The Motivators
The Demotivators
Learn to Love No	120	(13)
How to Reject the Negative Effects of Rejection
The Five Attitudes Toward Rejection
The Creed of the Champion
Finding the People to Sell	133	(16)
Know Your Ratios, and Strive to Improve Them
Four Ways to Hover Until You're Ready to Fly
Nonreferral Prospecting Methods	149	(22)
The Itch Cycle
How to Determine the Itch Cycle for Your Product or Service
Orphan Adoption
Technical Advancement
Your Local Newspapers
Claim-Staking
Swap Meet or Leads Clubs
Selecting Strong Sales-people for Your Swap Meet
Service Your Service Department
Community Involvement
Referral Prospecting, or The Art of Getting Quality Introductions	171	(11)
How to Find Fortune and Felicity with the Phone	182	(15)
Incoming Calls
Outgoing Calls
The Phone Survey
Finding Good Lists
Telephone Scoring Systems
A Spectator Sport, Buying Is Not	197	(8)
Three Formats for Selling Interviews
Put Champion Selling Power in Your Presentations and Demonstrations	205	(32)
Glamour Words
Words to Replace
Learn Many Different Lingoes
Keep Clients Mentally and Physically Involved
Handle Interruptions Calmly
Give the Entire Body of Your Presentation in Less than Seventeen Minutes
A Champion Plans Every Presentation in Writing
How to Preplan Your Presentation in Writing
Working with the Preplanning Form
The Corporate Sales Preplanner
When Do You Plan?
Visual Aids
Seventeen Minutes Are All You've Got
How to Make Visual Aids Pay Off for You
Testimonial Letters
How to Use Printed Literature
Models
Video Equipment
Finessing the First Meeting	237	(9)
The Referred Lead
The Nonreferred Situation
Qualification Is the Key to Quota Busting	246	(11)
The Six-Step Qualification Sequence
Focusing Them In with the Triplicate of Choice
The Uh-Price Nontechnique
The Objection Connection	257	(16)
Make the Handling of Objections an Integral and Expected Part of Your Selling Sequence
What Is an Objection
What Is a Condition?
Two Don'ts and One Do That Every
Champion Lives By
The Objection-Handling System
Four Shock Treatments for Concerns
Closing Is Sweet Success	273	(19)
Test Closes
How to Steer Safely Through the Most Dangerous Closing Time
The Crash-and-Burn Close
Moving to the Major Close
What the Actual Close Is
Close with Empathy
Likes and Dislikes
Close Through Their Eyes
When Do You Close?
Where Do You Close?
The Anatomy of the Close
The Fourteen Most Important Words in the Art of Closing
You Wear the Suit of Lights
Sixteen Power Closes for Aspiring Champions	292	(30)
The Basic Oral Close
The Basic Written Close, aka the ``Let Me Make a Note of That'' Close
The Benjamin Franklin Balance Sheet Close
The ``I Want to Think It Over'' Close
The Reduction-to-the-Ridiculous Close
The Sharp-Angle Close
The Secondary-Question Close
Bridging
The ``My Dear Old Mother'' Close
The Puppy-Dog Close
The Similar-Situation Close
The ``It Isn't in the Budget'' Close
The Economic Truth Close
The ``I Can Get It Cheaper'' Close
The Competitive Edge Close
The Higher Authority Close
The Lost-Sale Close
A Clutch of Moneygrabbers	322	(15)
Turn Little Dollars into Big Dollars
The Power of Thank-You Notes
How to Perspire Less and Profit More from Paperwork	337	(7)
Company Paperwork
Follow-Up Paperwork
Fortune Building Starts with Time Planning	344	(8)
How to Sell Your Way Out of a Slump	352	(11)
The Most Necessary Skill of All	363	(9)
How to Sell to the Most Important People You Know	372	(7)
Index	379