[ Ссылка ] - Book review, How to Master the Art of Selling by Tom Hopkins. The Bible for the sales profession. This book, in my opinion, is the BEST book on sales anyone can find today. It is the bible for sales people because it illuminates the proper mindset and attitude of sales professionals as well as its inexhaustible lessons on how to get people "happily involved" with your product or service.
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Transcript: "Hey everybody, this is Gilbert. I'll be doing a book review today and this book review is going to be on, "How to Master the Art of Selling" by Mr. Tom Hopkins. How to Master the Art of Selling is, to me, the bible of the sales profession. Basically, I consider it the basic instructions before leaving the office. Before you leave your sales office; before you leave your home or wherever you're at, before you enter into a customer encounter, whether it's as a cold call or it's a sales demonstration or it's the closing you will want to read this book. You will want to understand that there are some attitudes you need to have before you walk in anywhere. Because this information is so good and so thorough, that I just subscribe to it wholeheartedly. Many of my equals and peers as well as colleagues in other professions similar to sales and marketing may consider that this material is what I call, or what they call, "old fashioned." Well, I don't care if it's old fashioned or not in their opinion. To me, I'd rather have this book, How to Master the Art of Selling, in my library and with me when I'm traveling or wherever I go; that I could review it and implement the sales closes, the techniques and the ways to work a sales presentation. To where, when I walk out of that office, when I walk out of that customer showroom, when I walk out of wherever I go, my customer is happily involved, as one of the terms Tom Hopkins uses, "being happily involved" with my product or service. And when you have your customer happily involved, you win; they win, your company that hired you wins and you have somebody that can be a good source of referrals for years to come. And that's what Tom Hopkins will show you. How to get referrals. How to follow up so you can get referrals; but not only so, but also to provide the best type of service that a sales professional gives if he wants to maintain a long lasting relationship with that client. I've been fortunate to pick up a book like this at a store for just a few dollars compared to the reward I got implementing the sales presentation to someone as Tom Hopkins shows me to do in this book. I practiced. I drilled. I rehearsed. I went into that sales situation confident what to say; how to watch for signals; how to watch for body language; how to listen. How to understand; how to empathize; how to get the right question in the right place and anticipate the answer; and even be able to deal with the objections. And then, like I said, for that customer to pick up a pen and get down on the paperwork and approve that order, and happily get involved with that product. There's no better feeling in a sales person's life when that happens and he knows, she knows, that they did the job right. So, irrespective where you went to school somewhere for your sales training; or your best buddy is one of the best sales trainers somewhere in this country. If you have not gotten How to Master the Art of Selling and have not read it and have implemented what it says in here, you are losing sales and leaving money on the table. So I highly recommend that you go to the description below in this video, click on the link, get yourself a hardcopy of How to Master the Art of Selling by Tom Hopkins. Read it! Study it! Keep it by your bed! Keep it in your car! Or, keep it in your office. Get several copies. Give it away to friends that you want to succeed. And I guarantee that you will be the best sales person and the best sales professional in your company.
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