How to Master the Art of Selling - Paperback
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The art of selling, as Tom Hopkins teaches it: sixteen closes, tie-down questions, and a script for the moment a prospect says no.
Hopkins learned the trade the hard way and then spent decades teaching it. What survives from that is a book of specifics rather than encouragement.
Details
- Setting up the conditions a sale happens in
- Question technique and tie-downs
- Prospecting with and without referrals
- Objection handling, and sixteen closes to test against each other
Good to know
Salespeople who rate it highest say the value is the exact wording, down to the phrasing of a script. The flip side is that the telephone chapters come from a pre-mobile era, and some readers find those examples dated.
From the publisher
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. Learn:- How to create the perfect selling climate
- Specific questions and tie-downs
- Referral and non referral prospecting
- How to "sell" the most important people you know
- Effective phone techniques
- How to finesse the first meeting
- How to handle objections and what to do when you hear the word "no"
- How to test different closes and master sixteen powerful closes
- How to plan for greatest selling impact
- And he shows you how his great selling techniques can be yours!
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Edition
Revised and Upd Edition
Contributor(s)
Author
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