Tom Hopkins

This is a book written by a professional salesman who teaches others how to sell. Since I am not in sales, much of it didn't feel relevant. Much of it is just plain good human relations, and in the last couple of chapters the book became a five star because of his excellent coverage of goal setting and execution on those goals.

This is really just a rehash of his previous books, just tinkered down to show usefulness for those selling financial services like myself. Felt like I wanted my money back from this but provided it a 3 star review based on those FEW who are unfamiliar with Tom Hopkins will get some insight from this book.

I bought How to Master the Art of Selling when it was published in paperback in the 1980's. If you are new to sales and want to be successful this is a good primer. Some reviews that these are old techniques but they work. An important part of selling is not only a variety of sells techniques and how to get the close. Make no mistake this is a handbook on how to help you become a better salesperson and increase your income. The instruction contain in this manual will walk you through the show more methods use to help influence people to buy what your selling.

The author has taken what he has learned worked and has written his his proven sales techniques in this book and he list them in an easy to follow format.This is a book you can use as you read it and will come back to for reference and to enhance your salesmanship. When I first purchased this book I was working as a stockbroker and had to cold call and the amounts of closing determined if you came back to work the next day. These techniques worked very well. Now having said this these techniques will not work against sophisticated customers and I have turned these techniques against salesmen who have tried to use them on me. So the consumer can also learn from this book.

Also if you are new to sales or have been in sales for a while and are getting discouraged Mr. Hopkins book will help to motivate you to sell.And this positive outlook and motivation is contagious. People want to know that the salesman knows what he is talking about. The book goes so far as to give you scripts on how to get a customer use to saying the word yes which once placed in their subconscious he implies will make the sale easier. I personally have no problem saying no. It is true as another reviewer stated this book masters the art of getting the clients to sell themselves to you by teaching you to ask the right questions. The instructions and suggestions are given through a variety of sales conversations. An easy to use book. show less

This is really just a rehash of his previous books, just tinkered down to show usefulness for those selling financial services like myself. Felt like I wanted my money back from this but provided it a 3 star review based on those FEW who are unfamiliar with Tom Hopkins will get some insight from this book.