How to Master the Art of SELLING, by TOM HOPKINS, SECOND EDITION

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How to Master the Art of SELLING, by TOM HOPKINS, SECOND EDITION
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Used Book For Sale: How to Master the Art of SELLING, by TOM HOPKINS, SECOND EDITION

** Price: $10 ** Condition: Used in great condition ** Year: 1982 ** ISBN: 0446386367 ** Pages: 295 ** Format: paper back** Publisher: WARNER BOOKS **

This is a great book about the art of selling and sales. It will definitely show you ways to close sales and be a successful marketer. One of the best. The main chapters are as follow:

/1./ WHAT THE PROFESSION OF SELLING REALLY IS /2./ THE TWELVE SOURCES OF SENSATIONAL SELLING SUCCESS /3./ QUESTION RIGHT AND SINK YOUR TEETH INTO SALES SUCCESS /4./ CREATING THE SELLING CLIMATE /5./ WHY DON'T I DO WHAT I KNOW I SHOULD DO? /6./ LEARN TO LOVE NO /7./ REFERRAL PROSPECTING NON-REFERRAL PROSPECTING /8./ NON-REFERRAL PROSPECTING /9./ A SPECTATOR SPORT BUYING IS NOT /10./ PUT CHAMPION SELLING POWER IN YOUR PRESENTATIONS AND DEMONSTRATIONS /11./ FINESSING THE FIRST MEETING /12./ QUALIFICATION IS THE KEY TO QUOTA-BUSTING /13./ THE OBJECTION CONNECTION /14./ CLOSING IS SWEET SUCCESS /15./ TWELVE POWER CLOSES FOR ASPIRING CHAMPIONS /16./ A CLUTCH OF MONEYGRABBERS /17./ HOW TO PERSPIRE LESS AND PROFIT MORE FROM PAPERWORK /18./ FORTUNE BUILDING STARTS WITH TIME PLANNING /19./ HOW TO SELL YOUR WAY OUT OF A SLUMP /20./ THE MOST NECESSARY SKILL OF ALL /21./ HOW TO SELL TO THE MOST IMPORTANT PEOPLE YOU KNOW /22./ FIVE MORE POWER CLOSES FOR ASPIRING CHAMPIONS



Other subsection and headings in the book:

Lowest Paid Easy Work ** The Sky's the Ceiling ** Let This Fact Refresh you ** Getting High from Low ** The Fun Philosophy ** Toil that Hinders Your Growth ** The Myth of the Natural Born Sales Wonder ** As Great as You Want to Be ** MONEY STUDY: The Learning to Earn Fast Five some Impact ** 2 Repetition is the Mother of Learning ** Use it or Lose It ** Accelerate into Super performance ** That Neat Little Thing ** YOUR PRIMARY TOOL **

Looking at Them ** Honest Pride ** Down the River and Over the Falls ** Fighting the Good Fight ** Only One Person ** Itch to Get Rich ** Desire and Pain ** The Very Blood of Achievement ** Fate's Fickle Fumblings ** People Who Hate People ** Situations in Stride ** Empty Your Purse ** WHY YOU CAN'T FAIL ** ENOUGH COLD MORNING DESIRE FOR SUNSHINE WANT ** SPR MAKES THE DIFFERENCE ** The Purchase Path **

The Standard Tie-down ** The Inverted Tie-down ** The Internal Tie-down ** The Tag-on Tie-down ** THE ALTERNATE ADVANCE ** REFLEXIVE CLOSING QUESTIONS ** DISCOVERY QUESTIONS AND LEADING QUESTIONS ** NEVER ASK A Say NO ** HOW TO TAKE COMMAND ** Three Principles for Questioning Power ** Twelve Pointers on Questioning Technique **

Sell the Benefits They'll Buy ** Sell the People Who Can ** But Don't Try to Sell Logic ** And Catch Change on the Move ** REPLACE REJECTION WORDS WITH GO-AHEAD TERMS ** USE THE TRIAD CONCEPT TO MULTIPLY YOUR EFFECTIVENESS ** USE THE SENSES TO SELL THE EMOTIONS **

The Cutting Edge ** How You Get Depressed ** THE MOTIVATORS ** Achieving Non-achievement ** Can You Afford Popularity? ** Become You ** THE DE-MOTIVATOR ** HOW YOU CAN CONTROL FEAR ** THREE TRUTHS ALL GREAT SALESPEOPLE KNOW **OURPRIMTIVE REASONS FOR FIGHTING CHANGE ** MAKE IT WORK FOR YOU **

When Your Prospect Explodes ** The Formula for Rejecting Rejection ** THE CHAMPIONS' FIVE ATTITUDES TOWARD REJECTION ** Learning Experience ** Torpedo ** It's Hilarious ** Opportunity ** Playing the Game to Win ** THE CREED OF THE CHAMPION **

Twenty ** See the People ** Know Your Ratios ** REFERRAL PROSPECTING ** Card Referral System ** CRS in Action **

Technique 1: Itch Cycle ** Technique 2: Orphan Adoption ** Technique 3: Technical Advancement ** Technique 4: Local Publications ** Technique 5: Claim-Staking ** Technique 6: Swap Meet ** Technique 7: Service Your Service Department ** FIVE WAYS TO HOVER UNTIL YOU'RE READY TO FLY ** HOW TO FIND FORTUNE AND FELICITY WITH THE PHONE ** The Name Close ** Drop the Second Anchor ** OUTGOING CALLS ** A Little Challenge for you The Windup Appointment Close ** Where to Find Good Lists ** Scoring Systems ** Client-participation ** Three Formats for Selling **

Preparation for the Close ** He Bragged About the Problem ** Glamour Words ** Learn Many Different Lingoes ** In Less Than 17 Minutes ** THE POWER OF PLANNED PRESENTATIONS ** How to Do It ** Working With the Pre-planning Form ** VISUAL AIDS ** How to Make Them Pay Off ** Proof Letters ** How to Use Printed Literature ** Video Equipment ** Instead of Fighting Boredom ** Never Take Down Until **

Our Main Goal ** To Shake or Not to Shake ** The Referred Lead ** The Non-referred Situation ** Opening Involvement ** Have Now ** Like Most ** Altered or Improved ** The Final Decision ** Fortunate Today ** Bracket-in for Product or Service ** Bracket-up for Money ** The BUFM Formula ** Un-price, a Popular Non-technique **



An Integral and Expected Part ** Minor Objections are Defense Mechanisms ** Conditions ** It's My Fault ** Two DON'TS and One DO that All Champions Live By ** Lead and They'll Do It for You ** THE OBJECTION HANDLING SYSTEM ** FOUR SHOCK TREATMENTS ** Put the Shoe On ** Change Their Base ** Question Down ** Review Their History **

When Do You Flash? ** Make Your Proof Letters Talk ** TEST CLOSES ** Alternate Advance Test Close ** Erroneous Conclusion Test Close ** Porcupine Test Close ** STEER SAFELY ** THE CRASH AND BURN CLOSE ** MOVING TO THE MAJOR CLOSE ** The Process of Helping People ** CLOSE THROUGH THEIR EYES ** When? Where? ** THE PRICELESS DOZEN PLUS TWO ** WEAR THE SUIT OF LIGHTS **

The Basic Oral Close ** The "Let me make a note of That" Close ** The Ben Franklin Balance Sheet Close ** When They've Heard It ** The Sharp Angle Close ** The Secondary Question Close ** Bridging ** The Higher Authority Close ** The Case History Approach ** The Similar Situation Close ** The Dear Old Mom Close ** The "I'll think it over" Close ** Make Them Squeak ** The Reduction to the Ridiculous Close ** Ridiculous-and Fantastic-Figures ** The Negative Close ** The Puppy dog Close **

8 WAYS THAT TURN LITTLE DOLLARS INTO BIG DOLLARS ** System 1: Multiply Money ** System 2: Add-on ** System 3: Bunches of Bananas ** System 4: Dig Through the Mountain ** System 5: Make Your Cards Work ** System 6: Be a Walking Ad ** System 7: Recoup on the Re contact Route ** System 8: Costs Little, Works Like Wings, and Isn't Used Much **

Paperwork Aimed at Controlling you ** Paperwork that Helps you ** Handling the Stuff Fast ** Four Files You Need ** Follow up System ** Daily Work Plan ** Personal Rewards ** How to Schedule Your Time for Greatest Selling Impact ** Live by These Twelve Words and Your Success is certain **

The Choice is yours ** Neggies ** Do Yourself a Favor ** The GOY A Formula for Un-slumping ** What Made Tommy Run ** Twenty Ways to Turn Wishes Into Reality **

The "No" Close ** The "It Isn't in the Budget" Close ** The Personal Inflation Close ** The Business Inflation Close ** The State of the Economy Close **



What our customers say...

How to Master the Art of SELLING, 2nd. Ed. Although, it is an oldie, written in the early eighties by author Tom Hopkins, this is a great book about the art of selling and sales. It definitely shows ways to close sales and be a successful marketer. In my opinion, this book is one the best ever written on practical techniques for successful selling. The main lessons I learned reading this book which helped me tremendously in my sales efforts, are: 1) What the profession of selling really is and the twelve sources of sensational selling success. 2) Creating the selling climate and learn to love no. 3) Referral prospecting and non-referral prospecting. 4) Don?t be a spectator rather be proactive. 5) How to prepare presentations and demonstrations for sales. 6) Preparing for sales meeting. 7) Quota-busting and qualifications? 8) How to deal with objections. 9) How to successfully close sales with twelve power closes that every champion salesperson should uses. 10) How to control routine paperwork associated with sales and the importance of time planning as it relates to sales bottom line In a nutshell this book teaches how to be a successful salesperson and improve sales performance, as the author of the books put it ?sell your way out of a slump?, by eloquently covering the most necessary skills to successfully sell and close sales.
Rated by faouadi ao
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