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How to Master the Art of Selling (Anglais) Broché – 20 mai 2005

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In 1976, Tom founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople through the world utilize his professional sales training materials.

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Commentaires client les plus utiles sur (beta) 63 commentaires
12 internautes sur 12 ont trouvé ce commentaire utile 
The bible of basic selling principles 4 janvier 2007
Par Christopher G. Holton - Publié sur
Format: Broché Achat vérifié
I first read this book in the 1980s, and reread it in the past year. Salespeople so often disdain sales training as not helpful, but the more experience you garner, the more you realize the power of sales process and how it can influence your sales success. Every sales concept discussed in this book can be applied in every sales career, I believe. The power of effective communication in the context of creating clients can only be learned through the adoption of a system of which there are many variants but which all include the principles mapped out here. For the neophyte just starting to the grizzled veteran (and I read this book at both junctures of my career), this book is as good as any.
24 internautes sur 28 ont trouvé ce commentaire utile 
Great book even outside of sales 13 août 2007
Par " Anti Microchip " - Publié sur
Format: Broché
I am writing this review to share how this book helped me get a new outlook on how I see things. Let me first give you a brief history on me.

I was a music store employee who was making minimum wage, and I never (and I do mean never) made commision. This was 1998, I had long hair, no car, living at home with mom and dad, and I was a college drop-out. The owner of my company paid for me to go to Mr. Hopkins sales class in 1999. I immediately bought his book (which was a lot of money for me at that time), and started applying what I had learned. I increased my sales at the music store, but I still wasn't making enough money to support my family. I used my sales techniques to learn to sell my own abilities to another employer (a hospital). I worked there a few years, and during this time I took pre-nursing classes.

Fast forward to 2004. I got accepted into a nursing program. I had to compete for a scholarship at my hospital which I was awarded using tchniques I learned from Tom and his book. Once I graduated, I used techniques I learned from this book to land my first nursing job (which pays really well for a new graduate nurse).

In closing, I would like to state that my belief in God, and learning/applying what I learned in Tom's book helped me go from living with my parents and broke; to now being comfortably middle class, married, and living the life I always wanted to live. You have to do the work, and you have to be willing to keep your head up when everything doesn't go your way. However, if your diciplined the keys laid out in this book can help you in life; even if you don't stay in sales. After all, are we not selling our own abilities to future employers? This was a good purchase for me, and I hope it will be for you as well.
9 internautes sur 9 ont trouvé ce commentaire utile 
Great for Selling everything to anyone. 22 août 2005
Par Steve Green - Publié sur
Format: Broché
This is an excellent book by a Master of Sales. Tom Hopkins has been in sales for decades, starting in real estate and then selling his selling skills to others. If you want to learn how to create a selling mind or the mood for selling in your daily life, read his books and listen to his tapes. I admit some of it does feel hokey at first, or maybe even fake, but if you internalize the strategy and make it yours it wont be fake anymore, it will be who you are.

Be sure to buy his new revision of this great book. It has been completely updated and revised to work in a new selling environment: the information age.

Remember that he did it, he has taught others to do it, they did it and now you can too.
14 internautes sur 17 ont trouvé ce commentaire utile 
People love to own, but don't like to be sold! 20 mai 2006
Par Sheila - Publié sur
Format: Broché
That old cliche has never been more true than today. And that is very apparent by the review supposedly written by Lisa M. Malki who claims to have 30 years of sales experience and refers to these techniques as "old-school sales junk", "manipulative" and "closing questions that are designed to arm wrestle me into buying."

This reviewer obviously read but did not understand the methods that Tom Hopkins teaches. It is not high pressure, there is no "arm wrestling, manipulating or old school sales junk." Perhaps this reviewer missed the NEADS formula and no doubt missed the entire section on qualifying buyers.

Revier "Lisa Malki" goes on to sat that she listened to the tapes and "cringes" when Mr. Hopkins "calls us champions because we are listening to his training." Perhaps this reviewer would prefer if Mr. Hopkins called his students "losers."

One point this reviewer makes is in reference to consultative selling and I agree that this is a part of the selling process. And in fact if this reviewer had truly studies Tom Hopkins training, would have found that there is consultative selling involved i.e. The NEADS Formula and qualifying the buyer. H-E-L-L-O!

Reviewer "Lisa Milki" goes on to say in consultative selling, "if the product is not right for them you tell them that." NO KIDDING! Read, really read 'How To Master The Art of Selling' by Tom Hopkins and you will find that is exactly what Mr. Hopkins suggests.

Best advice I have for this reviewer is to read Tom Hopkins books and listen to his tapes before writing a impartial review based on opinion.

There have been many excellent books written on consultative selling by people like Brian Tracy (the best on this subject) and others like Neil Rackham (Spin Selling) I recommend those books to round out your sales training. However, Tom Hopkins is the single best source for professional sales training, for those of us who want to help our clients become happily involved with our products and services and earn a high six figure income for ourselves.

Non sales people, people who merely write reviews without actually reading the material and have never sold anything can hardly be considered a reliable source of information.
6 internautes sur 6 ont trouvé ce commentaire utile 
How to Master the Art of Selling 24 juillet 2006
Par C. Heng - Publié sur
Format: Broché
A must read for those who are starting out in Selling. Saves you a hell of alot of time!!
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