How to Master the Art of Selling

ISBN-10: 0446692743
ISBN-13: 9780446692748
Edition: 2005 (Revised)
Authors: Tom Hopkins
List price: $17.00 Buy it from $12.90
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Description: After failing during the first six months of his career in sales, he learned and applied the best sales techniques, then earned more than one million dollars in just three years. What turned Tom Hopkins around? The answers are between the covers of  More...

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Book details

List price: $17.00
Copyright year: 2005
Publisher: Grand Central Publishing
Publication date: 5/20/2005
Binding: Paperback
Pages: 416
Size: 5.25" wide x 8.00" long x 1.00" tall
Weight: 0.748

After failing during the first six months of his career in sales, he learned and applied the best sales techniques, then earned more than one million dollars in just three years. What turned Tom Hopkins around? The answers are between the covers of How to Master the Art of Selling. It tells the reader what the profession of selling is really about and how to succeed. Book jacket.

Introduction
What the Profession of Selling Really is
Lowest Paid Easy Work
The Sky's the Ceiling
Let This Fact Refresh You
Getting High from Low
The Fun Philosophy
Toil that Hinders Your Growth
The Myth of the Natural Born Sales Wonder
As Great as You Want to Be
Money Study: The Learning to Earn Fast Fivesome
Impact
Repetition is the Mother of Learning
Use it or Lose It
Accelerate into Superperformance
That Neat Little Thing
Your Primary Tool
The Twelve Sources of Sensational Selling Success
Looking at Them
Honest Pride
Down the River and Over the Falls
Fighting the Good Fight
Only One Person
Itch to Get Rich
Desire and Pain
The Very Blood of Achievement
Fate's Fickle Fumblings
People Who Hate People
Situations in Stride
Empty Your Purse
Why You Can't Fail
Enough Cold Morning Desire for Sunshine Wants
Spr Makes the Difference
The Purchase Path
Question Right and Sink Your Teeth Into Sales Success
The Standard Tie-down
The Inverted Tie-down
The Internal Tie-down
The Tag-on Tie-down
The Alternate Advance
Reflexive Closing Questions
Discovery Questions and Leading Questions
Never Ask a Say-no
How to Take Command
Three Principles for Questioning Power
Twelve Pointers on Questioning Technique
Creating the Selling Climate
Sell the Benefits They'll Buy
Sell the People Who Can
But Don't Try to Sell Logic
And Catch Change on the Move
Replace Rejection Words With Go-Ahead Terms
Use the Triad Concept to Multiply Your Effectiveness
Use the Senses to Sell the Emotions
Why Don't I Do What I Know I Should Do?
The Cutting Edge
How You Get Depressed
The Motivators
Achieving Non-achievement
Can You Afford Popularity?
Become You
The De-Motivators
How You Can Control Fear
Three Truths All Great Salespeople Know
Our Primtive Reasons for Fighting Change
Make it Work for You
Learn to Love No
When Your Prospect Explodes
The Formula for Rejecting Rejection
The Champions' Five Attitudes Toward Rejection
Learning Experience
Torpedo
It's Hilarious
Opportunity
Playing the Game to Win
The Creed of the Champion
Referral Prospecting Non-Referral Prospecting
Twenty/See the People
Know Your Ratios
Referral Prospecting
Card Referral System
CRS in Action
Non-Referral Prospecting
Itch Cycle
Orphan Adoption
Technical Advancement
Local Publications
Claim-Staking
Swap Meet
Service Your Service Department
Five Ways to Hover Until You're Ready to Fly
How to Find Fortune and Felicity with the Phone
The Name Close
Drop the Second Anchor
Outgoing Calls
A Little Challenge for You
The Windup Appointment Close
Where to Find Good Lists
Scoring Systems
A Spectator Sport Buying is Not
Client-participation
Three Formats for Selling
Put Champion Selling Power in Your Presentations and Demonstrations
Preparation for the Close
He Bragged About the Problem
Glamour Words
Learn Many Different Lingoes
In Less Than 17 Minutes
The Power of Planned Presentations
How to Do It
Working With the Pre-planning Form
Visual Aids
How to Make Them Pay Off
Proof Letters
How to Use Printed Literature
Video Equipment
Instead of Fighting Boredom
Never Take Down Until
Finessing the First Meeting
Our Main Goal
To Shake or Not to Shake
The Referred Lead
The Non-referred Situation
Opening Involvement
Qualification is the Key to Quota-Busting
Have Now
Like Most
Altered or Improved
The Final Decision
Fortunate Today
Bracket-in for Product or Service
Bracket-up for Money
The BUFM Formula
Un-price, a Popular Non-technique
The Objection Connection
An Integral and Expected Part
Minor Objections are Defense Mechanisms
Conditions
It's My Fault
Two DON'TS and One DO that All Champions Live By
Lead and They'll Do It for You
The Objection Handling System
Four Shock Treatments
Put the Shoe On
Change Their Base
Question Down
Review Their History
Closing is Sweet Success
When Do You Flash?
Make Your Proof Letters Talk
Test Closes
Alternate Advance Test Close
Erroneous Conclusion Test Close
Porcupine Test Close
Steer Safely
The Crash and Burn Close
Moving to the Major Close
The Process of Helping People
Close Through Their Eyes
When? Where?
The Priceless Dozen Plus Two
Wear the Suit of Lights
Twelve Power Closes for Aspiring Champions
The Basic Oral Close
The "Let me make a note of That" Close
The Ben Franklin Balance Sheet Close
When They've Heard It
The Sharp Angle Close
The Secondary Question Close
Bridging
The Higher Authority Close
The Case History Approach
The Similar Situation Close
The Dear Old Mom Close
The "I'll think it over" Close
Make Them Squeak
The Reduction to the Ridiculous Close
Ridiculous--and Fantastic--Figures
The Negative Close
The Puppydog Close
A Clutch of Moneygrabbers
8 Wasy That Turn Little Dollars Into Big Dollars
Multiply Money
Add-on
Bunches of Bananas
Dig Through the Mountain
Make Your Cards Work
Be a Walking Ad
Recoup on the Recontact Route
Costs Little, Works Like Wings, and Isn't Used Much
How to Perspire Less and Profit More from Paperwork
Paperwork Aimed at Controlling You
Paperwork that Helps You
Handling the Stuff Fast
Four Files You Need
Fortune Building Starts with Time Planning
Followup System
Daily Work Plan
Personal Rewards
How to Schedule Your Time for Greatest Selling Impact
Live by These Twelve Words and Your Success is Certain
How to Sell Your Way Out of a Slump
The Choice is Yours
Neggies
Do Yourself a Favor
The GOYA Formula for Unslumping
The Most Necessary Skill of All
What Made Tommy Run
Twenty Ways to Turn Wishes Into Reality
How to Sell to the Most Important People You Know
Five More Power Closes for Aspiring Champions
The "No" Close
The "It Isn't in the Budget" Close
The Personal Inflation Close
The Business Inflation Close
The State of the Economy Close
Index

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