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How to Master the Art of Selling | 
| Author: Tom Hopkins
Publisher: Business Plus
List Price: $14.95
Buy New: $12.71
You Save: $2.24 (15%)
New (8) Used (13) from $9.28
Rating:  75 reviews
Sales Rank: 325640
Format: Bargain Price
Media: Paperback
Edition: Rev Upd
Pages: 416
Number Of Items: 1
Shipping Weight (lbs): 0.8
Dimensions (in): 7.9 x 4.9 x 1.2
ISBN: 0521384516
Dewey Decimal Number: 658.85
EAN: 9780521384513
ASIN: B000X1L6HM
Publication Date: May 20, 2005
Availability: Usually ships in 1-2 business days
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Product Description
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.
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| Customer Reviews: Read 70 more reviews...
 Yucky selling February 3, 2006
Lisa M. Malki
49 out of 67 found this review helpful
I don't want to be manipulated by a salesperson. I don't want a salesperson to ask me yucky closing questions that are designed to arm-wrestle me into buying. There are those salespeople around. I can't stand them. I never buy from them. They are the salespeople who follow what is pretty much the essence of the Tom Hopkins method.
This is old-school sales junk. I learned these techniques when I started selling 30 years ago. They worked at one time, regardless that they were manipulative. I am sure they will work today by some salespeople on some buyers. But most buyers are not as naive as they once were and will not stand for this.
I also listened to the Hopkins tape series. I cringe when he calls us "Champions" because we are listening to his training. More manipulation. More insincerety. Simply yuck.
Having said all that, I must admit that there is a lot of good stuff here. But the good stuff is not unique to Tom Hopkins and does not forgive Hopkins for the old manipulative style he champions. Unfortunately the essence of the Hopkins approach is not customer centered, it's "get the sale" centered.
In my opinion the best and highest form of selling is consultative selling. That sort of selling does not require mainipulation or arm-wrestling. It requires an honesty and a sincere interest in the buyer's success. That means if your product is not right for the buyer you tell them it's not right. That sort of selling keeps your customers coming back. They know you have not gone to battle against them, armed with all sorts of trick closing techniques.
And that's what makes selling a real joy and a real profession.
 This is a must-read book for all sales professionals. July 22, 1999
39 out of 42 found this review helpful
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,
outdated and manipulative July 7, 2000
L. Suha (United States)
13 out of 17 found this review helpful
When I started in sales I was encouraged to read this book. I started to have real success when I threw it out. The ideas are manipulative and coercive and only appear to upset customers who have heard it all before a thousand times. In this book customers are just "marks" not people with real ideas and real needs. It probably worked in the early eighties but customers have changed. Time to retire this old chestnut.
 If you cannot sell, you cannot succeed.... December 5, 2001
Franco Arda (Switzerland)
12 out of 13 found this review helpful
Rarely have I come accross a book so passionately written about the subject. Not does Tom highly succeed in explaining the art of selling, but also outlines the very important aspects of psychology (notable fear of failure). He covers beautifully the basics of time management (in line with 80/20 or Steven Covey). Champions are made, not born!
Coffee is for Closers July 4, 2000
H.C. Joiner
11 out of 16 found this review helpful
If you have ever wondered what it takes to be a Champion closer, Mr. Hopkins will show you how to put your fingers on the laces of the ball. I work with many Ivy League Law & Business School alumni, and it's amazing how consistently my ideas are carried thanks to the Porcupine, the Tie-down, and Mr. Hopkins' other "cross-examination" techniques. Mr. Hopkins is right: "If your tactics are sound, they can't fight you." Buy this book. Then buy the 24 tape audio series. The latter is a ten hour tour-de-force that will change your life. Tape #24 on Goal Setting is a classic.
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