How to Master the Art of Selling Tom Hopkins Review

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 · 1,566 ratings  · 96 reviews

Beginning your review of How to Main the Fine art of Selling

The 3rd of 4 books on my Read Daily shelf. This is ane of the greatest self-assist books e'er. Yous chief sales by mastering yourself! Sometimes reading this I notice myself thinking, "Why would any Christian want to do annihilation else only sales?" What is sales? At its best, sales if figuring out what the person you're talking to needs, and how to get it to them! If nobody is selling anything to anybody, nobody anywhere is making any money! Next to actually producing the goods sold, information technology is the ess The third of 4 books on my Read Daily shelf. This is one of the greatest self-help books ever. You master sales past mastering yourself! Sometimes reading this I find myself thinking, "Why would whatsoever Christian want to do anything else simply sales?" What is sales? At its all-time, sales if figuring out what the person you're talking to needs, and how to go it to them! If nobody is selling anything to everyone, nobody anywhere is making any money! Side by side to actually producing the goods sold, information technology is the essential matter. Done properly, it is truth, it is relationship, it is service. ...more than

Nov 07, 2010 Tom Behr) rated it did not like it

Tom Hopkins' premise: The implicit, and frequently explicit premise of his books (and most other sales books) is "here'due south how to motivate yourself to persist in a highly frustrating, hard, oft demeaning and discouraging profession." What he doesn't get: If tyou kickoff working with your customer to achieve mutual goals, then selling stops being all the things that salespeople hate about information technology - and then yous don't need to be "motivated." Tom Hopkins' premise: The implicit, and often explicit premise of his books (and near other sales books) is "hither's how to motivate yourself to persist in a highly frustrating, hard, often demeaning and discouraging profession." What he doesn't get: If tyou start working with your customer to achieve mutual goals, and so selling stops being all the things that salespeople hate about it - so you don't demand to be "motivated." ...more

November 19, 2017 Mani rated it information technology was amazing

Great read! Clear layout of the sales process as a series of measurable and implementable concepts.

He covers everything from timing, to attitude, to linguistic communication patterns, to dealing with "no" and rejection.

My favorite part of the book is the increasing awareness that he does all of the things that he suggests adopting as habits to increase effectiveness of persuasion and communication of ideas in the book.

They don't feel unnatural equally he does them. This takes some of the ick cistron out of using sal

Peachy read! Clear layout of the sales process as a series of measurable and implementable concepts.

He covers everything from timing, to attitude, to language patterns, to dealing with "no" and rejection.

My favorite part of the book is the increasing awareness that he does all of the things that he suggests adopting equally habits to increase effectiveness of persuasion and communication of ideas in the book.

They don't feel unnatural as he does them. This takes some of the ick factor out of using sales scripts and tactics for me. Also, the repeated reminder of the importance of integrity and the intention to serve equally core drivers of the sales process "slick language mastery" bated.

I intend to listen to the audio book a few more times to securely internalize it considering I similar it and trust where the author guides me in mental space and the ability of the framework he lays out to get me at that place...also a skill he explains in the volume.

Information technology goes well with "Hidden Agenda" which has more than emphasis on structuring the pitch and how to do research and build your example based off understanding client motivation(needs, wants, values).

...more than

Excellent book, wouldn't y'all agree? Excellent book, wouldn't you lot agree? ...more

May 12, 2017 Joe rated information technology it was amazing

I first heard about Tom Hopkins over 25 years ago when I was 8 years old. Both my parents read but I simply go on seeing this volume once more and once again all over the firm. For several years my dad was amid the top any some years the very height new Ford Salesman of the year so I can only assume that this book played at least some small role in that achievement. What I am sure likewise played a role is the blazon of person who reads a book to become better at their task and earn more is surely more likely to succ I showtime heard nigh Tom Hopkins over 25 years ago when I was 8 years onetime. Both my parents read but I simply keep seeing this book again and again all over the house. For several years my dad was among the top any some years the very summit new Ford Salesman of the year then I tin only assume that this volume played at least some pocket-size office in that accomplishment. What I am sure also played a office is the type of person who reads a volume to get improve at their job and earn more than is surely more than likely to succeed (even if the book is worthless) purely considering they have the motivation and the desire to improve.

A lot of the book is about specific qualifying and closing techniques, the utilize of open questions vs closed questions (that are answered with a yes or no) and when you utilize each of these. Focusing on the benefits of a product or service (and not the features).

For me some of the near interesting points were about mindset, goal setting, organisation and time management which are critical to the success of any person whether working in sales or not.

I would recommend the unabridged book to anyone working in sales.

I would recommend the final 1/three of the book to anybody.

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May xx, 2014 Ian rated it really liked it

Information technology's difficult to imagine not making a living without having read this book. The pull a fast one on is to be selective about which bits you accept on lath and also to cutting through the cheese. At the middle of this book is a philosophy that sales is not a thing of luck. It's about planning, preparation and a lot of hard piece of work. It's likewise about building the defences that allow yous handle the ups and downs of a chore that relies on outside factors exterior of your control for it's success.

There are lots of moments in this bo

It's hard to imagine not making a living without having read this book. The play a trick on is to exist selective virtually which bits you take on board and also to cut through the cheese. At the heart of this book is a philosophy that sales is not a matter of luck. It's nigh planning, preparation and a lot of hard piece of work. It'south also about building the defences that allow you handle the ups and downs of a job that relies on outside factors outside of your control for it's success.

In that location are lots of moments in this volume where you lot recall - skillful lord, I'd never say that to someone. or, My Goodness, I'k not doing that! And maybe you own't. Merely the ideas behind the office plays and scripts are excellent, the trick is to to stop judging and recollect about how they might use to your business and how these ideas can affect your income.

...more than

Jun 27, 2017 Mike Wenzel rated information technology information technology was astonishing

A piffling bit dated simply excellent skills for selling, organization and planning.

The best book written on the art of "selling". And this in an ethical and non-manipulative manner. The best volume written on the fine art of "selling". And this in an ethical and not-manipulative fashion. ...more

Mar 24, 2020 Kostas rated it liked it

Rather optimistic salesman stuff. The writer is clearly good at his art (selling). However the glib overoptimistic disguise of selling stuff equally 'offering a service' doesn't always work every bit well. There are moments where I highly dubiousness you tin can use some of the suggested techniques without condign the dreaded 'polish talking salesperson' caricature

Mar 09, 2017 Adam rated it it was astonishing

Fun read lot'due south of useful script and highly motivational. Tom has a can exercise spirit that shines through!

Nuggets of Truth:
When someone asks how your day is say unbelievable
You never missed a days work but what exercise you lot want to do with your life?
Success comes at a different stride for people
Be in the give-and-take business organization your only as expert as the words you know how to say
Virtually folks are either in a crisis going into 1 or coming out of one most of the fourth dimension and that's simply life. So we want to keep ourselves liv

Fun read lot's of useful script and highly motivational. Tom has a tin practise spirit that shines through!

Nuggets of Truth:
When someone asks how your day is say unbelievable
You never missed a days work but what practice you lot want to practice with your life?
Success comes at a unlike pace for people
Be in the word business your only equally good as the words you know how to say
Most folks are either in a crisis going into i or coming out of one virtually of the time and that'due south just life. And then nosotros desire to go on ourselves living in the solution of our challenges not in the problems that they bring.
The hurting of change is forgotten when all the benefits arrive
Always look for the commonality when y'all run across people
Ice breaker question I couldn't assistance only notice your lapel pivot
I love to meet winners, maybe we tin can visit?
Pop by means information technology will be a brusque visit.
Your ear picked up on it
Inquire questions that mentally throw them into the futurity and assumes they are going ahead
You patently take a reason for going forrad would you share that with me
Plain you wouldn't take your fourth dimension to think this over insert name if yous weren't seriously considering information technology.
Just to clarify my thinking what part of the opportunity is it that you lot desire to think over?
Is it the money or possibly your resistance to change?
When you say it's likewise much I want to know how much likewise much you feel information technology is?
You have to showtime thinking and action as if your a million dollar producer
Take your best shot every day
I must practise the most productive thing possible at any given moment
Love people apply money
Success comes after service in the lexicon give people service
Acknowledge that no one holds you dorsum but you
Her vocalisation is a melody
I wish you greatness!

...more

Jul 29, 2011 Greg rated it really liked it

Tom can sound a scrap cheesy at times, but this volume is chockablock with cool tactics and excellent letters to get you lot psyched up about selling. His lessons go beyond selling, though, and throughout the volume there is an hostage life-philosophy which may be the nearly memorable attribute of this book. He has piddling time for people that notice ways to defeat their own motivation with excuses, or look any identify but their own attitudes and skills to find the reasons that they're failing. He brings you along Tom can sound a bit cheesy at times, merely this book is chockablock with cool tactics and excellent messages to get you psyched upward virtually selling. His lessons go beyond selling, though, and throughout the book there is an hostage life-philosophy which may be the most memorable aspect of this book. He has piffling time for people that notice means to defeat their own motivation with excuses, or look any identify but their own attitudes and skills to find the reasons that they're failing. He brings you along in the volume by threatening to driblet yous equally merely another mediocrity with a oral cavity. For example, he doesn't say "Don't let your friends' negative attitudes affect the way you feel well-nigh your piece of work in sales." He says "Get new friends that can help yous abound in the path you're taking." Not that I'g all for leaving friends behind to brand a greenbacks grab, but friends that brand fun of you, or make you feel guilty about your desire to improve your life, they don't quite have your best interests in mind, exercise they?

Not to castor aside the sales tactics, which I think are at times brilliant. I tin can recognize quite a lot of these tactics from sales that I've been involved in, and also in other arenas where edifice heat most a specific idea (or person) is the name of the game. For example, well-nigh of the literature I've seen on modern-24-hour interval pickup artists could have been lifted nigh word-for-word from this book.

I liked information technology. I might read it again next year.

...more

Very very meh.

How to Master the Art of Selling'southward greatest forcefulness lies in the fact that information technology seems to take a very logical and realistic look at actions that successful salesman might or should have in their pursuit of success. Withal, I believe it falls short of its claim (that is, truly mastering the art of selling) equally it outlines what, I assume, almost salesmen already do. That is, Hopkins, emphasizes personal visits, regular follow upwardly, thank yous notes, etc. all of which, I'thou convinced, the maj

Very very meh.

How to Master the Art of Selling'south greatest force lies in the fact that it seems to take a very logical and realistic expect at actions that successful salesman might or should take in their pursuit of success. However, I believe it falls short of its claim (that is, truly mastering the art of selling) as information technology outlines what, I assume, most salesmen already do. That is, Hopkins, emphasizes personal visits, regular follow up, thank you notes, etc. all of which, I'm convinced, the majority of salesmen already do. Granted, Hopkins does offer some outstanding situational communication, which was ofttimes rather enlightening and idea provoking. All the same, these situational recommendations are overly abundant throughout the book. There are and then many of these recommendations that a person would, likely, accept to read the book four to v times to truly pick upward on everything. Coupling this with his constant diction of, "brand certain you lot say this exactly like this…" I just don't think information technology's feasible for someone to truly listen all of his communication.

...more

Jan 02, 2019 Amanda rated information technology it was amazing

I enjoyed this. I was a scrap surprised, but the writer lays everything out well, & despite the old cover, the version I read had a section on social media, & networking that were helpful. I'1000 fairly new to direct sales & Hopkins' book is a great intro, and book to review. I think what I constitute most helpful was how and when to utilize open concluded and yeah or no questions; to not give away too much 'free' information; to mind to people more than than yous talk (an all around proficient skill to have); and to read b I enjoyed this. I was a bit surprised, but the author lays everything out well, & despite the onetime cover, the version I read had a department on social media, & networking that were helpful. I'grand adequately new to direct sales & Hopkins' volume is a great intro, and book to review. I think what I institute well-nigh helpful was how and when to use open ended and yeah or no questions; to not give away too much 'free' information; to listen to people more than you talk (an all effectually good skill to have); and to read between the lines of what people are saying. Also, I learned when doing directly/networking suits a specific client, when you're non going to become a sale, but potentially can create other benefits for you and your diverse clients according to your goals and their needs. Networking and socializing online and off, is key to business and directly sales. Enjoyed this, was expecting to exist bored, but it's applicable in life. What can you give other people that they need? What's in it for them? How can that work for business and besides persuasion or reason. ...more

Aug 26, 2017 Nathan Boler rated it really liked it

This book is dated simply still highly effective. I learned a lot about the art of selling and voice communication patterns.

Modest yep is very important.
Get as many as you can.
"Wow that's really fun isn't it?"
"Isn't it really fun?"
Become positive confirmation before yous stick your neck out though. Don't strength words into their mouths if you oasis't gotten the initial signal.
Go on them comfortable.
Figure out their objections.
Porcupine technique: respond their question with a question.
Does it come in green? Would

This book is dated only all the same highly effective. I learned a lot about the art of selling and speech patterns.

Minor yep is very important.
Go as many as you can.
"Wow that's really fun isn't it?"
"Isn't it really fun?"
Get positive confirmation before yous stick your cervix out though. Don't force words into their mouths if you haven't gotten the initial signal.
Go on them comfy.
Effigy out their objections.
Porcupine technique: answer their question with a question.
Does information technology come in green? Would you like it in green? Let me make a note of that.

Change the base of their objection. If they say the kids bedroom is too pocket-size, you say are you lot going to base your buy on the prophylactic and warmth of the abode, or a few inches on this sleeping accommodation?

A goal is only a wish or dream until its written downward. Write down anything you want to achieve.
Gotta be in writing.
Gotta be vividly imagined.
Gotta have a date.
Gotta be ardently desired.
Gotta commit to it.

...more

Dec 16, 2017 Laurent rated information technology it was amazing

five stars - wow. had a deep touch on me.

Later How to Win Friends, and Mate, this is a book I will read every year. Information technology presents everything that makes the sales process : questioning techniques, prospecting, referrals, presentations, closings. What makes the book in my yearly reads list is that Tom Hopkins underlines the importance of sales ethics : don't exist pushy, don't try to sell to people who do not want your product. Instead, ask questions, identify their situation and, with that knowledge, equally

five stars - wow. had a deep impact on me.

After How to Win Friends, and Mate, this is a volume I volition read every yr. It presents everything that makes the sales process : questioning techniques, prospecting, referrals, presentations, closings. What makes the book in my yearly reads listing is that Tom Hopkins underlines the importance of sales ethics : don't be pushy, don't attempt to sell to people who do not want your production. Instead, ask questions, identify their situation and, with that noesis, inquire them questions to make them realize that the specific product yous have in mind for them is exactly what they demand.

This book is applicable to other topics than selling cars or shoes. You can apply its content when looking for a job (i.e. Selling yourself and your skills), in dating (selling a coffee appointment), in family unit (selling a particular outdoors activity to your kids), and much more.

Highly recommended.

...more

Experts say this is the best book e'er written in its field. I haven't read them all, of grade, but would say this is a gold mine of information. I take bought at least 20 copies for friends and for my staff when I ran a high-tech trade association. The practical tips and lively presentation tin exist especially helpful for those who do non believe they are in traditional "sales" and yet are trying to persuade somebody of something, fifty-fifty if simply an idea. Additionally, Hopkins makes a compelling ar Experts say this is the best book always written in its field. I haven't read them all, of grade, just would say this is a gilded mine of information. I have bought at least 20 copies for friends and for my staff when I ran a high-tech trade association. The practical tips and lively presentation tin can be particularly helpful for those who do non believe they are in traditional "sales" and yet are trying to persuade somebody of something, even if only an idea. Additionally, Hopkins makes a compelling argument that tiptop professionals volition treat the field as a "profession" by taking a long-term view, including the practice of not selling products and services unless they truly fit the client'southward need. ...more

I'll be honest, it wasn't as attending-grabbing as a novel but, I also wasn't reading this because I absolutely wanted to. In my Personal Selling grade in college here, I am required to do a book report on a sales or self-betterment book and this was the 1 I chose. Even so, I did find many things almost it quite useful and as I was picking upward on the different techniques this book gives, I put them into exercise at the financial institution I work at selling fiscal products. Let me tell you, I'll exist honest, information technology wasn't as attending-grabbing equally a novel but, I also wasn't reading this considering I absolutely wanted to. In my Personal Selling class in college here, I am required to do a book report on a sales or self-edification volume and this was the one I chose. However, I did detect many things nearly it quite useful and equally I was picking up on the different techniques this book gives, I put them into practice at the fiscal institution I work at selling financial products. Allow me tell you, my sales take already increased and so has my conviction and utility doing it. I will proceed to go over 'How to Primary the Fine art of Selling' to aid my career as I'm planning on utilizing not just the ten or so things that I've already implemented, but everything that can employ to my field. ...more

January 28, 2014 Andrew B rated it it was amazing

I read this book afterward recently getting a job offer in sales. Just starting out in the industry, I found this volume very helpful, basic, and organized. I feel like it made for the perfect introductory read at the offset of my career.

All that existence said, I did read an older version of information technology, however the skills and strategies mentioned in the book are basic and timeless and were not lost in translation. I recollect this book is worth a re-read for sure, only this time I will wait into the nearly contempo versio

I read this book afterwards recently getting a job offer in sales. But starting out in the industry, I found this book very helpful, basic, and organized. I feel similar it fabricated for the perfect introductory read at the start of my career.

All that being said, I did read an older version of it, however the skills and strategies mentioned in the volume are bones and timeless and were not lost in translation. I call back this volume is worth a re-read for sure, but this fourth dimension I will look into the almost recent version.

Equally Hopkins recommends in his book, information technology would exist good to read (or at least skim some chapters) a few times a year, and I'll effort my best to do so!

...more

Jul 18, 2012 Richard Gowan rated it information technology was amazing

My first real Sales Manager gave me a copy of this book, and information technology formed the footing of my education in the sales process. Granted, a lot of the advice in the volume seems self-evident, but like any other topic, reinforcement goes a long way towards incorporation. I pick this book up occasionally and re-read chapters in order to make sure I am not straying from the path. This volume has helped me immensely, along with The Sandler Rules and The Accidental Salesperson, to run into how this career doesn't have My first existent Sales Director gave me a copy of this book, and it formed the basis of my pedagogy in the sales process. Granted, a lot of the advice in the book seems self-evident, just like any other topic, reinforcement goes a long manner towards incorporation. I selection this volume upwardly occasionally and re-read chapters in order to make certain I am non straying from the path. This book has helped me immensely, along with The Sandler Rules and The Accidental Salesperson, to come across how this career doesn't accept to exist as hard as many make information technology. ...more

Sep 03, 2017 Sean Fishlock rated it really liked information technology

Great, though long, motivational slice. Some really nice ideas about moving people.

The single biggest take abroad from this volume is the power to turn nigh anything into a closing question ... isn't it?

How exercise y'all feel about sales?

What do you hateful?

So you're saying that you experience like you're not achieving your goals? That it is difficult to stay motivated?

This is a great place to starting time. It volition help you to stay positive, to plan and reach your goals, which is what you're looking for isn't it?

Showtime read

Keen, though long, motivational slice. Some really nice ideas almost moving people.

The single biggest take away from this book is the ability to plow almost anything into a endmost question ... isn't it?

How do you lot feel almost sales?

What exercise y'all hateful?

Then you're saying that y'all feel like you're not achieving your goals? That it is difficult to stay motivated?

This is a smashing place to first. It will help you to stay positive, to plan and reach your goals, which is what you're looking for isn't information technology?

Start reading at present.

...more

Jan fourteen, 2018 David Skinner rated it really liked it

This is a foundational sales volume with numerous tactical tips and tricks to increase sales effectiveness:

"If something needs to be done at some point in the future, do it right now. If something does not need to be done in the future, throw it away right now."

"If you do what y'all fear, you lot conquer fear."

"Champions reahearse, rehearse, rehearse. Write down your most commonly heard objections and drill the answers until you can reply appropriately common cold."

The 16 closes are incredible and worth memo

This is a foundational sales book with numerous tactical tips and tricks to increase sales effectiveness:

"If something needs to be done at some point in the future, do information technology right at present. If something does not need to be done in the future, throw it away right now."

"If you exercise what you fear, you conquer fear."

"Champions reahearse, rehearse, rehearse. Write down your most unremarkably heard objections and drill the answers until you lot tin can respond appropriately cold."

The 16 closes are incredible and worth memorizing.

...more

This is by far the almost practical sales book I take read, and has helped my career immensely.

However, I simply will not give five stars to whatsoever how-to volume. Perchance this is snobbish of me, but beingness that I spent my higher years to acheive a Available of Arts in English Literature, I feel I would be selling out if I were to accolade 5 stars to whatever other than works worthy of literary report.

This is a powerful simply unsubtle volume. An quondam friend of mine who was a marketing consultant and talented salesperson idea this book was hokey. Its great virtue is that it really starts at the beginning and is total of details. It'due south a rabbit stew cookbook that begins, as one should, by telling you how to catch a rabbit. This is a powerful but unsubtle book. An old friend of mine who was a marketing consultant and talented salesperson idea this book was hokey. Its cracking virtue is that it really starts at the offset and is full of details. Information technology's a rabbit stew cookbook that begins, equally 1 should, by telling yous how to grab a rabbit. ...more

Excellent volume. I am not a salesperson past nature, simply we can all utilize some aid learning negotiating skills. Full of solid, applied communication - I even took notes! The only downside is the edition I borrowed from the library was from the 1980s. Engineering science has evolved but a flake since then, so no need for the tape recorder! I'd consider buying a more updated edition for future reference. Excellent book. I am not a salesperson by nature, but nosotros tin can all use some help learning negotiating skills. Full of solid, practical advice - I even took notes! The simply downside is the edition I borrowed from the library was from the 1980s. Technology has evolved just a bit since then, so no need for the tape recorder! I'd consider buying a more updated edition for future reference. ...more

November 17, 2017 Hannah rated information technology it was amazing

If you have to sell in whatever chapters this volume is a must-read. He covers everything from mindset, technique, referrals, closes and much more. You lot get examples of everything so y'all can suit them to your product or service. It's not the pushy selling either it is just confident selling, knowing everything you lot tin can and being able to bring the value of your offer to every customer. If y'all have to sell in any capacity this volume is a must-read. He covers everything from mindset, technique, referrals, closes and much more. You get examples of everything and so y'all can adapt them to your product or service. It's not the pushy selling either it is just confident selling, knowing everything you tin can and being able to bring the value of your offering to every client. ...more than

One of the best books I've ever read. Hopkins is hilarious at times but never fails to show you his passion for what he does. This book will definitely get you excited and motivated to pursue not merely sales, but almost anything. One of the best books I've ever read. Hopkins is hilarious at times but never fails to show you his passion for what he does. This book volition definitely go you excited and motivated to pursue not merely sales, but nearly anything. ...more

Nov 07, 2013 James rated it really liked information technology

Good motivational volume with helpful insights. I would read this at work sometimes on my breaks and would observe myself wanting to try his methods right abroad. I thought his suggestions were very practical. He too described a lot of work situations that I could really relate to which was useful.

Apr 15, 2015 Sara rated it it was astonishing

When I was younger I had a sales chore and my dad bought me this book. I wasn't so much interested in making sales equally I loved the product in the store. I read the book because information technology was a gift and was surprised how much it positively influenced me. A great book. When I was younger I had a sales job and my dad bought me this book. I wasn't so much interested in making sales as I loved the product in the shop. I read the book considering it was a gift and was surprised how much it positively influenced me. A great book. ...more than

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