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The author of How To Master the Art of Selling and The Official Guide to Success now offers a comprehensive guide to mastering the sales game. Includes straight talk on why one should--or should not--go into a sales career, managing time, dealing with stress, and more. "A serious sales manual".--Zig Ziglar, from the Foreword.
This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key. It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships. There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

In order to achieve great success in the field of selling, you need product knowledge, people skills, and discipline. Your company provides product knowledge and gives you an idea of who your ideal clients will be. You provide your own discipline to learn the ropes, be well-organized, and treat your clients well. Tom Hopkins teaches you the people skills aspect of selling.

Tom Hopkins is a master sales trainer, and an authority on the subject of selling. He has authored 18 books on the subjects of selling and success. Nearly three million copies of his books have been purchased and read by those who are serious about their selling careers. Tom has also personally instructed over five million sales pros on five continents through live events.

Learn the psychologically-sound fundamentals of a career in selling including: the right words to use; how to get referred leads; where to find new business; the types of questions to ask in order to get the answers you need; and exactly what to say to close sales. This abridged version of Tom’s textbook-size How to Master the Art of Selling is an ideal starting point for anyone who is new to sales. It’s a great refresher for a sales veteran, too. The more nuances of selling you are aware of, the more opportunities for success you will create. Learn the most-effective selling strategies of the last 40 years by reading this book.

Full of anecdotes, sales scripts, and proven tactics, this fully revised and updated book shows readers how to find the best listing prospects; win over "For Sale by Owner" sellers; earn the seller's trust; and more.
The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
Offers advice on achieving a successful sales career and includes information on interviewing, job changing, office problems, time management, lifestyle, and reducing stress.
Tom Hopkins dedicated himself to improving the image of salespeople the world over nearly 20 years ago when he founded Tom Hopkins International. He constantly studies trends in business and talks with sales professionals the world over, learning from them and teaching them at the same time. The majority of today's successful salespeople have learned that a 'low profile' approach to presenting their product or service to customers works exceptionally well. Tom defines this approach as acting like a lamb, while selling like a lion.
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.