Tom Hopkins

After he learned the world's best sales techniques, Tom Hopkins applied his new skills and earned more than one million dollars in just three years.Now, in this fully updated and revised edition of the million copy seller, Hopkins shows how you can succeed in the profession of selling.

Selling is really about people skills - to be successful in sales, you must be able to cooperate, have good listening skills, and be willing to put others' needs before your own. With selling skills in your arsenal, you'll be happier in a lot of areas of your life, not just in your career (although that will certainly benefit too). But this guide is not only for traditional salespeople who want career enhancement. It's for all people, because everybody can use selling skills to change or improve their lives. This book is for you ifYou're beginning a sales career, or just looking to brush up your skills. You're unemployed and want a job, or you're employed and want a promotion. You're a teen wanting to impress adults, or an adult wanting to succeed at negotiation. You're a teacher searching for better ways to get through to your students, or a parent wanting to communicate more effectively with your children. You've got an idea that can help others, or you want to improve your personal relationships. Selling For Dummies is divided into sections so you can easily turn to the part that interests you most. You'll find out how toDefine what sales is and what it isn't. Prepare for a sale - everything from knowing your clients to knowing your products - to set you apart from average persuaders and help you hear more yeses in your life. Say the right words - and avoid the wrong ones - in each stage of the selling process. Separate yourself from the average salesperson by staying in touch with your clients. Cope with rejection, a natural part of life, no matter how skilled you become. Whether you're starting out in sales or have been at it since the beginning of time, this guide offers great information to keep you upbeat and moving forward, allowing you to treat selling with the same joy as you treat your hobbies and pastimes.

This book is loaded with 82 ways to improve your career. Tom teaches proven motivational and inspirational techniques that will help you achieve your goals. Learn how to take control with a positive attitude that allows you to overcome worry, set priorities, develop self-discipline and pave the way for deep, personal happiness. Hammered out and polished through 18 years of new opportunities, Tom’s witty examples and insights will put you on an exciting path to your own personal success. Introduction by Dr. Norman Vincent Peale.

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.

Thirteen years ago, Tom Hopkins, the top real estate sales trainer in the country, published How to Master the Art of Listing and Selling Real Estate—the industry’s bible—which has consistently sold well despite information that has become somewhat outdated. But now Hopkins gives a cutting-edge revamp to his still- popular classic. Along with its new title, readers can expect a complete elimination of dated material and inclusion of the most current information on the role of the Internet and computer software needed by every real estate professional.Full of anecdotes, sales scripts, and proven tactics, Mastering the Art of Selling Real Estate will show readers how to:Find the best listing prospectsWin over "For Sale by Owner" sellersEarn the seller’s trustWork an unrealistic price down to marketArrange the final agreementAnyone who’s serious about real estate can take charge with Mastering the Art of Selling Real Estate.

Tough Times can be brought on by any number of a down economy, Mother Nature, shifts in customers' needs, national tragedy--the list goes on and on. These types of changes can be extremely disruptive, even paralyzing, when we're not prepared for them. While many see no other option than to "sit tight" and "ride things out" when crisis strikes, true career professionals in selling understand that the only way to deal with adversity is to meet it head-on. That's why a positive attitude and a proactive approach to problem-solving are two of the most essential ingredients for success in selling--and why those who embrace them not only to survive but thrive, even in the most difficult of circumstances.Now, in his latest book, Selling in Tough Times , world-renowned selling expert Tom Hopkins puts his real-world , in-the-trenches experience to work and shares his plan to reverse the momentum of tough times--and even capitalize on them. With exercises to help you discover previously overlooked opportunities and eliminate waste, along with out-of-the-box methods for recruiting new customers and key tips on how to solidify your existing business, Hopkins gives you powerful ways to spur sales now and for years to come. Learn how Cycles will come and go, but the principles of great selling and those who live by them stand firm. Find out how you can achieve your maximum selling potential, whatever the business climate, in Selling in Tough Times today.

This collection includes three of Tom Hopkins' most successful audio Mastering the Art of Selling is a classic—whether you're a seasoned pro or just starting out, Mastering the Art of Selling's five essential steps to selling are guaranteed to give you the edge you need to excel. The Academy of Master Closing covers the most crucial aspect of closing the sale. This power-packed audio gives you the same secret closing techniques that Tom Hopkins teaches in his overwhelmingly successful seminars. Advanced Sales Survival Training shows how to relieve stress, communicate better with your clients, restore balance to your career, and enjoy yourself as you are on your way to increasing your overall effectiveness, and your profits!

In sales, filling a sales pipeline with qualified leads is the magic behind predictable income and massive commission checks. In Fill Your Funnel , get step-by-step instructions on using social media platforms like Facebook, Instagram, LinkedIn, and Twitter to generate qualified leads and fill your sales funnel.Learn what experts Tom Hopkins and Dan Portik know about social media strategies to generate leads. This book contains social media posts and email templates from successful campaigns to show you how to set up an effective social media campaign that drives conversions.If you're striving to become successful in sales, this book contains the resources you are seeking. Learn how create an attractive online presence for professionals,navigate the differences between Instagram and LinkedIn,build social media profiles for salespeople,effectively prospect in LinkedIn Groups,send posts at the most opportune times,format a video post, andcreate social media follow-up templates.Social media selling doesn't need to be hard, if you know the system. By following the system in Fill Your Funnel , you will be set up for an amazing yea

“Don't be fooled by the title, this book goes far beyond the selling process. I highly recommend this book to anyone interested in improving communication skills for any reason, personal or professional.”—Tom Ziglar, author of Choose to Win and proud son of Zig ZiglarHave you ever wondered why it’s so easy to talk with some people and not with others? It’s simple—you speak the same language! This doesn’t mean that you both speak English or have a similar dialect. It means that you connect with them on some level.In selling, building trusting relationships is all about understanding people who are different from you and being flexible enough in your communication skills to relate to them. This is a learned skill! In The Language of Sales, veteran sales professionals Tom Hopkins and Andrew Eilers teach you the nuances of how to effectively and powerfully communicate.Learn the most of communication with the proper vocabulary Improve relationships through the written word Read (and speak) between the lines with body language skills Use the language of sales to overcome objections and close more sales Self-motivate with powerful internal communication.If you’re dedicated to a lifelong career in the wonderful world of selling, why not master the skills to create the career of your dreams? What could be better than helping people benefit from the products and services you offer through more powerful communication?

Financial Services representatives have turned to Tom Hopkins for years. His proven-effective, professional selling strategies have helped them learn how to help more of their clients make financial planning decisions. If you represent any type of financial product, this book will help you make more sales. . Learn effective ways to talk with clients and calm their fears. . Ask the right questions to get them talking about their needs so you can provide your best service. . Increase your sales ratios with closing strategies that just make sense to your clients. . Grow your business with powerful, yet simple referral strategies. The companies you represent may provide excellent product knowledge, but Tom Hopkins will teach you how to sell those products more effectively and efficiently than ever before!

Watch your income soar! Today’s customers are better educated and more sophisticated than ever before. To keep a competitive edge in the market, salespeople have learned that a “low profile selling” style and exceptional service are what gets prospects’ attention. But it’s Tom’s techniques that will eventually turn those prospects into clients. Eleven chapters qualifying addressing customer concerns building rapport setting and achieving goals 14 closing strategies personal strategies for becoming a pro Once you learn to diffuse customer likes and dislikes, you’ll stand head-and-shoulders above your peers and earn the respect and repeat business of hundreds of satisfied customers.

"If you are a salesperson, you will find yourself in this book. Treat it like your road map to success and you will be a professional salesperson."- Willis Turner, CSE President, Sales and Marketing Executives International, Inc."This action-oriented book covers the best practices of top sales performers in all critical areas. The lessons are easy to learn and they will help you forge more rewarding customer relationships, a higher income, and a richer career satisfaction. A must-read for any salesperson who wants to improve and reach the next level of success."- Gerhard Gschwandtner, founder and Publisher, Selling Power magazine"As a professor teaching MBA students for twenty years, I encourage everyone in management to make this required reading for their sales teams."- Dr. Michael Russell, Chairman of the Marketing Dept., St. Bonaventure University"Each page is full of ideas for instant sales and commissions!"- Anthony Parinello, author of Secrets of Think and Sell Like a CEO

Without the close, there is no sale. Pretty obvious, right? Yet, for many salespeople, closing is the most baffling and elusive part of the selling process. All too often, salespeople meet qualified clients and charm them with an eloquent presentation, only to see the sale mysteriously slip from between their fingers in the end. Which is sad when you consider all the hard work - the prospecting, preparation, planning, and practice - done for the sake of a moment of truth that never arrives. Fortunately, closing is an art that can be mastered, and now "Sales Closing For Dummies" shows you how. Packed with powerful principles that can help you become a top-producing salesperson, "Sales Closing For Dummies" is the ultimate guide to mastering that most mysterious part of the selling equation. Tom Hopkins, the legendary sales genius who, by age 30 was the nation's leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to: Lead a sale without being pushy Read the signs of an interested potential buyer Use questioning methods that close sales, time and again Help clients feel good about their buying decisions Keep your clients' business and build their loyalty Build long-term relationships and watch your sales growWith the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on: Verbal and visual buying cues and how to recognize them Choosing the best location for closing Addressing concerns and creating a sense of urgency Time-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and more The ten biggest closing mistakes and how to avoid them Add-on selling and other ways of getting your clients to help you to build your businessFeaturing Tom's Hopkins' trademark "Red Flag" key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques you'll need to become a world-class closer.

Tom Hopkins is one of the most sought after sales trainers in the country. His unique enthusiasm for the sales profession (where no one limits your income but you!), combined with the unbeatable sales techniques he has developed have made him a record-breaking salesman and have helped top-selling producers in every field increase their incomes and enjoy regarding careers.Whether you're a seasoned sales pro or just starting out, Master the Art of Selling is a classic - an indispensable source of information that includes the five essential steps to successful selling. Guaranteed to give you the edge you need to excel in today's competitive business environment, Master the Art of Selling is for anyone who is ready to realize their goals and fulfill their highest potentialTom Hopkins is President of Tom Hopkins International. He has counseled over 2500 of America's largest corporations, trained over four million people on five continents, and is the author of six books, including the bestseller How to Master the Art of Selling.

Wouldn’t you rather earn your living, build your career, and better serve your customer with a one-call close? This absorbing book is your ultimate reference guide to planning, creating, developing, initiating, conducting, and perfecting the art of one-call closing. Whether you are an established sales professional with a long track record of achievement or a newcomer yet to make that first sale, you will find this book an incredible resource of new techniques, surprising insights, and continuing inspiration. You will discover how easy it is Employ the 15 keys of overcoming objections Overcome your fear of closing Apply the four levels of sales competency Manage the four concepts that control all sales Let your customers answer their own objections Master, use, and perfect the art of the one-call close Plus so much more!

Prospecting – finding and qualifying prospective clients – is the first step in the selling proposition. It can also be the most daunting. The first big hurdle is knowing where to look for opportunities and recognizing them when they present themselves. Then there’s the fear of rejection that makes it so hard to approach strangers and talk to them persuasively about the product or service you represent. The good salesperson recognizes these challenges and finds ways to cope with them. The great salesperson, according to sales legend Tom Hopkins, turns them to her advantage and uses them to supercharge her selling and sell, sell, sell. Whether you’re a newcomer to sales or a seasoned pro, Sales Prospecting For Dummies is your survival guide for generating new leads. Tom Hopkins helps you gain a solid perspective on what prospecting is and shares simple, yet powerful ways to build a prosperous selling career by meeting and getting to know the right people. You’ll find out how t o: Here’s a gold mine of tried-and-true techniques and strategies for finding and keeping clients from America’s number one sales trainer. You’ll discover how to set your goals, plan your time, and multiply your leads by: A concise, yet comprehensive guide to getting and maintaining a salesperson’s most vital lifeline – new prospects – Sales Prospecting For Dummies is an indispensable tool of the trade for rookies and veteran salespeople alike.

Describes the characteristics of a top salesperson, tells how to acquire and maintain listings, and offers practical tips on finding clients, holding effective open houses, establishing a fair price, and closing sales

Tried-and-true information and tips for selling like a proAre you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-In-One For Dummies features everything you need to know to improve your results.This valuable selling resource includes new ways to effectively network and prospect through the power of all the social media networking sites such as LinkedIn, Twitter, and Facebook, as well as ways to optimize sales success through Webinars; the latest tips and advice to build an appealing image; proven questioning methods that close sales; updated advice on keeping clients' business and building their loyalty; and how to adapt presentations and techniques. Proven methods and techniques that will lead to bigger sales and more loyal customers Advice on separating yourself from the pack Plus four chapters on selling in specialized areas from biotechnology to real estate Selling All-In-One For Dummies is the authoritative guide to navigating the ever-changing and growing sales arena.

How to Master the Art of Selling AnythingToms classic! Twelve compact discs teach you the complete sales process from prospecting and original contact through to closing and getting referrals. Twenty-four power-packed sessions explain:- Ways to turn little dollars into big dollars - Where and how to meet new prospects- Effective qualification strategies- How to overcome customer objections - How to power close - How to turn rejection into success and much more It's one of the quickest and easiest ways to learn. Just a small investment for these CDs can result in hundreds of sales during your career and thousands of dollars for your family.Let master sales trainer Tom Hopkins lead you to the success you deserve today!01 - Profession Called Selling02 - What is a Champion03 - Control With Questions04 - Minor Reflexive Questions05 - Emotions Triggers of Selling06 - How to Handle Failure and Rejection 107 - How to Handle Failure and Rejection 208 - Referral Prospecting09 - Non Referral Prospecting10 - Telephone Techniques11 - Pre Planning Your Sales Presentation12 - Contact13 - Qualifcation14 - Visual Aid Presentation15 - Presentation Demonstration Tactics16 - Objections Premise17 - Objections Solution18 - Test Closing19 - Anatomy of a Close20 - Power Closes of a Champion 121 - Power Closes of a Champion 222 - Little Dollars into Big Dollars23 - Time Planning Organization24 - Goal Setting

"Start and build a high-profit business, choose exactly the right product for you, outsell your competition, and put yourself onto the road to riches" (Brian Tracy, New York Times-bestselling author).The Smart Start Up helps readers start strong and stay strong in the early phases of growing their businesses, providing fundamental strategies for beating the odds. With this information, entrepreneurs will be able to reach the success level of their dreams--whether that's to create a legacy for generations or to follow the build-and-sell-it road to success.Within these pages, Tom Hopkins and Omar Periu delve deeply into the nuances of business ownership both on the practical and emotional side of things. They will help readers avoid some of the most common pitfalls entrepreneurs face. Readers will learn how to establish a compass they and the rest of their teams can rely on to guide business decisions going forward. Topics covered self-analysis as an entrepreneur; how to evaluate a business idea; how to choose the best structure for a business, including working with legal and accounting professionals; business communication skills; hiring and managing team members; prioritization; selling skills; marketing strategies; negotiation skills; and how to keep clients happy long term."Own this book and you'll have the opportunity to be guided to your own success by two of the best and proven teachers in the business." --Bob Burg, bestselling coauthor of The Go-Giver and The Go-Giver Influencer"Inside the pages of this masterpiece, you'll get the formula for success that gives you the winning edge in the hyper-competitive marketplace." --Jeb Blount, CEO of Sales Gravy and author of Fanatical Prospecting

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.

The Official Guide to Success is a dynamic success system proven to bring you greater wealth, direction, self-confidence, and fulfillment! This live training session is packed with over four hours of motivation and inspiration from Tom Hopkins. Tom shows you how to adapt concepts of forty-five of the bestselling self-improvement books to your own career success. Overcome emotional handicaps and break free from the past through Tom's twelve sessions on a variety of topics packed with dynamite success secrets! In The Official Guide to Success, you will discoverhow to avoid depression and frustration in your life;your own personal definition of success;the intellectual makeup of achievers;how to develop the discipline to achieve all the success you want in life;strategies for accepting rejection and failure as part of life ... yet still achieving success;how to live, love, and laugh yourself all the way from where you are to where you want to be; andmuch, much more!Using Tom's Explosive Success Secrets, you will find yourself blasting through roadblocks, rewiring bad habits, and unleashing your inner genius. After you listen to this special program, you will be a different person. You'll think differently, and because of having better, stronger thought processes, you'll act differently too. This message isn't about learning how to sell. No, it's about discovering Tom Hopkins' decades worth of hard-won success secrets ... to master-charge your life and create unlimited opportunities for more fun and advancement! This audio seminar includes a bonus Blueprint for Success PDF you can use to customize your own personal blueprint to fulfill your dreams and live a life of success.

A typical Sales Associate job description is all about getting results - with very few hints about how to get them! As a new Sales Associate, the job of mastering the art of selling involves much more than simply answering to the description and showing up for work. There is a step-by-step recipe for sales success, and applying it takes both skill and finesse.So the questions is, how do you start? No one knows the answer better than the legendary Tom Hopkins, who earned more than one million dollars in commissions during the first three years of his sales career. Over the course of the past 25+ years, he's been teaching others to do the same.Learn the 12 Sources of Sensational Selling Success.Discover the right questions to ask for stellar closing results.Use the simple hidden trick to creating the optimal selling climate.In clear, easy-to-understand language, Tom will guide you through the process of becoming a master of sales. Get this book and launch your career as a Sales Associate today!

For most sales professionals, stress is the number one enemy. In Advanced Sales Survival Training, Tom Hopkins pinpoints The Dirty Dozen - twelve daily stressors that can drag you and your profits into the mud.Rejection, canceled appointments, customer stalls, peer attacks, and more can inhibit performance, sap your enthusiasm, and prevent you from reaching your sales goals. Learn how to identify and then modify your current selling and thought patterns and banish The Dirty Dozen forever!Highly effective, often humorous, and always inspirational, Tom Hopkins shows how to relieve stress, communicate better with your clients, restore balance to your career, and enjoy yourself more in the process. As these techniques become second nature, you will be on your way to increasing your overall effectiveness, and of course, your profits.

Aprenda a vender produtos, ideias e até pessoas! Técnicas de Vendas Para Totós é um guia prático que o ensina de modo simples a vender... tudo o que quiser. Neste livro encontrará as melhores técnicas e estratégias para convencer os outros a dizerem "sim". Está prestes a descobrir tudo de que precisa para ser um especialista em vendas, Definir etapas para uma venda - fundamental para dominar a arte de vender. Tirar partido da tecnologia - as melhores soluções para agilizar o seu trabalho e aumentar a sua produtividade. Adotar a atitude certa - conselhos importantes para ser convincente e bem-sucedido. Encontrar os clientes certos- dicas para encontrar quem precisa daquilo que tem para vender. Definir as melhores estratégias para vender um produto - tudo o que precisa de saber para vender o seu produto da forma mais eficiente. Lidar com o fracasso e a rejeição - conselhos para superar o insucesso e voltar a vencer.

“Bushido” was the traditional code of the Japanese samurai, stressingseven traits: honesty and justice, heroic courage, compassion, politecourtesy, complete sincerity, honor, and duty and loyalty. It is translated by some to mean “way of the warrior.” Though the age of the samurai has faded into history, the principles and values the samurai upheld are still relevant and necessary today.These ancient concepts have been brought to life by the authors in this book like Heather Wagenhals and will add a new dimension to the concept of how to succeed in business or in your personal life.If you are a leader or if you aspire to be a leader today, just as theancient samurai, you cannot afford to waste your energy on inefficient movement or use broken tools and weapons. The authors between the covers of Bushido Business realize this and have taken their time to provide good, solid tools and weapons for today’s leaders in each chapter of this book.This book is the obvious choice for you if you want a competitiveadvantage. You’ll find that the “way of the warrior” is a mindset youmust have to survive in today’s economy.“Bushido is the code of moral principles and law written on the tablets of the heart”—Inazo Nitobe.