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

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 **



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