A Great Resource for any Field!
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This book is great for any field! I am an engineer by education and experience and continue to use many of the concepts that Hopkins teaches in this book.
How to Master the Art of Selling taught me many effective tools and techniques of helping others to make informed decisions. For example, as an engineer I must to sell my ideas to management if I want them implemented. This book has helped me get more ideas signed off on...and that makes me a happy camper!
Many engineers detest the sales process and salesmen, but to me that is short sighted. Promoting (selling) is not bad as long as taking advantage of others is not involved. We all have to sell...whether it is convincing someone to try a new place for dinner, or selling an idea to a group of executives, or selling a house to a couple. Honorable selling is critical in life.
Hopkins takes the high road in his common sense teaching methods. Many of the decision making tools he teaches can be useful for making one's own decisions.
In summary, this book is good not only for the selling profession but for any profession.
The Re-Discovery of Common Sense: A Guide To: The Lost Art of Critical Thinking
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Scripted Sales Techniques - Great For Learning!
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Tom Hopkins has a number of products for sales training and this is a revised edition of his book produced some time ago. His basic philosophy is that sales is learned and not innate. What he does is give you phrases and script to learn and deliver almost like an actor with practical examples across a wide range of industries. Although some parts are a little american and some parts dated (you will need to change the words for yourself) this book would give anyone a good grounding in sales and would improve anyones sales ability and is especially useful for those brand new to sales. The methods are crystallised in his videos although these are expensive. The best salespeople do the basics extremely well and this book will show you how to do that.
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If this is cheese it tastes real good
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Ok there are some arm bending type techniques in the book but there are much more positive lessons in this book than negative. If you take tie downs as an example, he explains the principle very well and gives a few good examples. Throughout the book he gives example statements and responses which are useful when you're building scripts. The call pre call planning advice is good along with the sequence plan. A few too many old style closing techniques, but all in all a worthy purchase if you're interested in sales particularly business to business.
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Easily the best selling book I've ever read!
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This book may date from the 80's but I still read it at least once a year and the techniques learnt from it have increased my sales success exponentially. Can't recommend it highly enough!
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Good starting point but dated
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This is a book i first read a few years ago. It gives you a good grounding in some of the basic techniques and provides and idea of where to go if you are setting out on the road to sales success. A lot of the techniques are dated now but it is suprising how many people don't use many of them or are unaware of these techniques, especially here in the uk. There are other books that are more customer focused that will add significantly to the knowledge gained from this particular title but you have to start somewhere. Learn the techniques in this book and you will have a skills set to build upon. I would find this book more suited to salespeople in door to door or direct sales environments rather than account management. However i think there are still good ideas to be gleaned for all. If you are in credit card, gas/electric, or home improvement sales then this really is a must for you book shelf.
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