How to Master the Art of Selling

ISBN-10: 0446386367

ISBN-13: 9780446386364

Edition: 2nd

Authors: Tom Hopkins, J. Douglas Edwards

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Book details

Edition: 2nd
Publisher: Grand Central Publishing
Publication date: 10/20/1988
Binding: Paperback
Pages: 292
Size: 5.50" wide x 8.25" long x 1.00" tall
Weight: 0.880
Language: English

Introductionp. xv
What the Profession of Selling Really isp. 1
Lowest Paid Easy Workp. 1
The Sky's the Ceilingp. 1
Let This Fact Refresh Youp. 1
Getting High from Lowp. 2
The Fun Philosophyp. 2
Toil that Hinders Your Growthp. 2
The Myth of the Natural Born Sales Wonderp. 3
As Great as You Want to Bep. 4
Money Study: The Learning to Earn Fast Fivesomep. 5
Impactp. 5
Repetition is the Mother of Learningp. 5
Use it or Lose Itp. 6
Accelerate into Superperformancep. 7
That Neat Little Thingp. 8
Your Primary Toolp. 8
The Twelve Sources of Sensational Selling Successp. 11
Looking at Themp. 11
Honest Pridep. 11
Down the River and Over the Fallsp. 11
Fighting the Good Fightp. 12
Only One Personp. 12
Itch to Get Richp. 12
Desire and Painp. 12
The Very Blood of Achievementp. 13
Fate's Fickle Fumblingsp. 13
People Who Hate Peoplep. 14
Situations in Stridep. 14
Empty Your Pursep. 14
Why You Can't Failp. 14
Enough Cold Morning Desire for Sunshine Wantsp. 15
Spr Makes the Differencep. 16
The Purchase Pathp. 19
Question Right and Sink Your Teeth Into Sales Successp. 21
The Standard Tie-downp. 21
The Inverted Tie-downp. 23
The Internal Tie-downp. 24
The Tag-on Tie-downp. 24
The Alternate Advancep. 26
Reflexive Closing Questionsp. 28
Discovery Questions and Leading Questionsp. 34
Never Ask a Say-nop. 34
How to Take Commandp. 35
Three Principles for Questioning Powerp. 36
Twelve Pointers on Questioning Techniquep. 39
Creating the Selling Climatep. 41
Sell the Benefits They'll Buyp. 41
Sell the People Who Canp. 42
But Don't Try to Sell Logicp. 44
And Catch Change on the Movep. 44
Replace Rejection Words With Go-Ahead Termsp. 49
Use the Triad Concept to Multiply Your Effectivenessp. 59
Use the Senses to Sell the Emotionsp. 61
Why Don't I Do What I Know I Should Do?p. 64
The Cutting Edgep. 65
How You Get Depressedp. 65
The Motivatorsp. 67
Achieving Non-achievementp. 68
Can You Afford Popularity?p. 69
Become Youp. 71
The De-Motivatorsp. 72
How You Can Control Fearp. 74
Three Truths All Great Salespeople Knowp. 76
Our Primtive Reasons for Fighting Changep. 77
Make it Work for Youp. 77
Learn to Love Nop. 83
When Your Prospect Explodesp. 84
The Formula for Rejecting Rejectionp. 85
The Champions' Five Attitudes Toward Rejectionp. 87
Learning Experiencep. 89
Torpedop. 89
It's Hilariousp. 91
Opportunityp. 92
Playing the Game to Winp. 92
The Creed of the Championp. 93
Referral Prospecting Non-Referral Prospectingp. 94
Twenty/See the Peoplep. 95
Know Your Ratiosp. 96
Referral Prospectingp. 99
Card Referral Systemp. 101
CRS in Actionp. 101
Non-Referral Prospectingp. 107
Itch Cyclep. 107
Orphan Adoptionp. 112
Technical Advancementp. 115
Local Publicationsp. 117
Claim-Stakingp. 119
Swap Meetp. 120
Service Your Service Departmentp. 122
Five Ways to Hover Until You're Ready to Flyp. 124
How to Find Fortune and Felicity with the Phonep. 127
The Name Closep. 129
Drop the Second Anchorp. 130
Outgoing Callsp. 130
A Little Challenge for Youp. 132
The Windup Appointment Closep. 135
Where to Find Good Listsp. 136
Scoring Systemsp. 136
A Spectator Sport Buying is Notp. 139
Client-participationp. 140
Three Formats for Sellingp. 142
Put Champion Selling Power in Your Presentations and Demonstrationsp. 145
Preparation for the Closep. 147
He Bragged About the Problemp. 149
Glamour Wordsp. 149
Learn Many Different Lingoesp. 151
In Less Than 17 Minutesp. 153
The Power of Planned Presentationsp. 153
How to Do Itp. 157
Working With the Pre-planning Formp. 159
Visual Aidsp. 166
How to Make Them Pay Offp. 168
Proof Lettersp. 171
How to Use Printed Literaturep. 171
Video Equipmentp. 172
Instead of Fighting Boredomp. 172
Never Take Down Untilp. 173
Finessing the First Meetingp. 174
Our Main Goalp. 175
To Shake or Not to Shakep. 176
The Referred Leadp. 177
The Non-referred Situationp. 178
Opening Involvementp. 179
Qualification is the Key to Quota-Bustingp. 180
Have Nowp. 181
Like Mostp. 181
Altered or Improvedp. 182
The Final Decisionp. 183
Fortunate Todayp. 183
Bracket-in for Product or Servicep. 184
Bracket-up for Moneyp. 184
The BUFM Formulap. 185
Un-price, a Popular Non-techniquep. 186
The Objection Connectionp. 187
An Integral and Expected Partp. 187
Minor Objections are Defense Mechanismsp. 188
Conditionsp. 188
It's My Faultp. 189
Two DON'TS and One DO that All Champions Live Byp. 190
Lead and They'll Do It for Youp. 190
The Objection Handling Systemp. 191
Four Shock Treatmentsp. 193
Put the Shoe Onp. 193
Change Their Basep. 194
Question Downp. 195
Review Their Historyp. 195
Closing is Sweet Successp. 198
When Do You Flash?p. 199
Make Your Proof Letters Talkp. 199
Test Closesp. 201
Alternate Advance Test Closep. 201
Erroneous Conclusion Test Closep. 202
Porcupine Test Closep. 202
Steer Safelyp. 203
The Crash and Burn Closep. 203
Moving to the Major Closep. 204
The Process of Helping Peoplep. 204
Close Through Their Eyesp. 206
When? Where?p. 207
The Priceless Dozen Plus Twop. 209
Wear the Suit of Lightsp. 210
Twelve Power Closes for Aspiring Championsp. 213
The Basic Oral Closep. 213
The "Let me make a note of That" Closep. 213
The Ben Franklin Balance Sheet Closep. 215
When They've Heard Itp. 217
The Sharp Angle Closep. 219
The Secondary Question Closep. 220
Bridgingp. 223
The Higher Authority Closep. 224
The Case History Approachp. 226
The Similar Situation Closep. 226
The Dear Old Mom Closep. 227
The "I'll think it over" Closep. 228
Make Them Squeakp. 229
The Reduction to the Ridiculous Closep. 230
Ridiculous--and Fantastic--Figuresp. 233
The Negative Closep. 233
The Puppydog Closep. 235
A Clutch of Moneygrabbersp. 238
8 Wasy That Turn Little Dollars Into Big Dollarsp. 238
Multiply Moneyp. 239
Add-onp. 240
Bunches of Bananasp. 241
Dig Through the Mountainp. 242
Make Your Cards Workp. 242
Be a Walking Adp. 243
Recoup on the Recontact Routep. 243
Costs Little, Works Like Wings, and Isn't Used Muchp. 245
How to Perspire Less and Profit More from Paperworkp. 250
Paperwork Aimed at Controlling Youp. 250
Paperwork that Helps Youp. 251
Handling the Stuff Fastp. 252
Four Files You Needp. 253
Fortune Building Starts with Time Planningp. 256
Followup Systemp. 257
Daily Work Planp. 257
Personal Rewardsp. 258
How to Schedule Your Time for Greatest Selling Impactp. 258
Live by These Twelve Words and Your Success is Certainp. 260
How to Sell Your Way Out of a Slumpp. 261
The Choice is Yoursp. 262
Neggiesp. 263
Do Yourself a Favorp. 264
The GOYA Formula for Unslumpingp. 265
The Most Necessary Skill of Allp. 271
What Made Tommy Runp. 272
Twenty Ways to Turn Wishes Into Realityp. 273
How to Sell to the Most Important People You Knowp. 278
Five More Power Closes for Aspiring Championsp. 282
The "No" Closep. 284
The "It Isn't in the Budget" Closep. 285
The Personal Inflation Closep. 286
The Business Inflation Closep. 286
The State of the Economy Closep. 287
Indexp. 289
Table of Contents provided by Ingram. All Rights Reserved.
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