Hopkins - How to Master the Art of Selling

WHAT YOULL LOSE IF YOU DONT READ THIS BOOK

The next time you want something from someone, will you get it? Or will you get nothing because you havent mastered the techniques in this book?

But Im not selling anything.

If thats what you believe, thats why you arent getting your way more oftenwhy you arent persuading more people to accept your opinion. Thats why your advice isnt sought more oftenwhy your influence doesnt reach further and cut deeper.

The truth is, youre constantly trying to sell quite a number of ideas, beliefs, and goals, arent you? You want your point of view to win more often with members of your family, with friends, associates, neighbors, and with the world in general, dont you? Are you pleased with how well youre doing all this? Would you like to improve your performance at the gentle, satisfying, and profitable art of selling?

Maybe you dont like the word sell. Lets say persuade and dissuadebetter yet, talk into and talk out of. You also need to motivate, instruct, encourage, and reassure people from time to time. And you want to achieve your goals so that you can get what you want from life.

You care intensely aboutwhat? A special person, your family, your religion? A political, social, or environmental cause? Youre heavily involved with life in many ways; you have concerns, interests, challenges, and opportunities galoreso many, in fact, that you have to ration your time, money, and energy among them.

Have you ever considered what an enormous waste of time failure is? When there arent enough hours in our days to save all the successes were capable of achieving, why should we give so much time to preventable failure? So much failure is avoidable when we know how. Preventing failureany kind of failure in personal, business, or public lifestarts with understanding Why dont I do what I know I should do?, which is the title of Chapter 5.

But it isnt failure that hurts us mostfear of failure does the greatest damage. Failure is in the past; fear of failure can destroy our future. Thats why this book puts so much emphasis on methods that beat down our fear of failure, on methods that banish our fear of rejection. Use this book to learn how to waste less of your time on failure and fear. When youre doing that, youll automatically enjoy life more.

Every technique in this book has proven its value on the firing line of sales work. Almost every one of them can add a new dimension of effectiveness and excitement to your private life. They work when you work; they work when you play; they work when you cope with life. Every successful person is good at selling himself or herself. What does this mean? That successful people are successful because they sell their ideas, beliefs, and aims better than unsuccessful people do. Showing you how to do that is the business of this book.

Look over the contents a couple of pages further along; check the how-tos in the index at the back. Then decide. Can you afford to face tomorrow without all the aid this book gives you?

If you want more attention paid to your needs,

If you want to achieve more in your personal life,

If you want to enjoy people more,

If you want to have more impact on your community,

If you want to influence your family more,

If you want more people to value your ideas and beliefs,

If you want to sell more of your products and services,

If you want to make more money,

Take this book home with you tonight.

Thank you for buying this eBook,

published by Made For Success Publishing

To learn more about Made For Success Publishing you can visit us at:

www.MadeForSuccessPublishing.com

P.O. Box 1775

Issaquah, WA 98027

Copyright 2015 by Tom Hopkins International, Inc.

Scottsdale, Arizona, 85251

All rights reserved.

In accordance with the U.S. Copyright Act of 1976, the scanning, uploading, and electronic sharing of any part of this book without the permission of the publisher constitutes unlawful piracy and theft of the authors intellectual property. If you would like to use material from the book (other than for review purposes), prior written permission must be obtained by contacting the publisher at Thank you for your support of the authors rights.

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Hopkins, Tom

How to Master the Art of Selling; Fourth Edition

ISBN: 978-1-61339-800-5

1. BUSINESS & ECONOMICS / Sales & Selling / General

2. BUSINESS & ECONOMICS / Sales & Selling / Management

3. BUSINESS & ECONOMICS / Marketing / General

To my parents,
Les and Kathy Hopkins,
with gratitude, respect, and affection.

ACKNOWLEDGMENTS

T his volume exists because thousands of the people who attended my sales seminars went on to become Champions of Selling. Their success after learning this material convinced me that it should be published in book form and kept current to the times.

Hundreds of people have contributed to my knowledge of selling. Ill be able to single out only a few here, but my gratitude goes to them all. To begin with, the Edwards familyDoug, Jerry, and their son, Jayhave been an unfailing source of encouragement and support. Danielle Kennedy, herself one of the nations great sales trainers, proved to me that any price is worth paying to make your dreams come true. I am indebted to Art Mortell for much of the basis for chapters 5 and 6.

And for countless well-dones, my thanks go to every member of my staff. Their energy, competence, and loyalty have made our companys growth and this book possible.

TO MAXIMIZE YOUR RESULTS FROM THIS BOOK

T his book is written to show you how to make money in sales and to get more out of life. I encourage you to do more than just read this book. Take notes. Use a highlighter pen to mark the book in any manner you see fit, or do anything else that makes this book a more effective tool for increasing your income.

AUDIO PROGRAMS

It is imperative that you try as rapidly as possible to get my techniques into your subconscious mind so they become part of you and come out automatically in your own words. In todays hectic world, many of us dont have the time to read as often as we would like. Because of this, many of the top salespeople we train absorb the material easier by listening to audio recordings while doing other activities. If you have a challenge with making time to read, I heartily suggest you consider one of our audio or video training programs. They are available in CD or DVD formats from our home office in Scottsdale, Arizona, or on our web site at http://www.tomhopkins.com.

These programs were all recorded in broadcast quality, many with live audiences so youll feel like youre right there at a seminar with us. They cover all the basics of the profession of selling. Some of the DVDs include role play scenarios so you can see and hear how the strategies work, what body language to use, and how to deliver the words with proper voice inflection.

MOTIVE

My primary concern in telling you about these programs is your success. I know personally how lonely and frustrating the life of a salesperson can be. When I started, I was as much a failure as anyone until I was able to get the proper training to ensure my success. At that time, I swore if ever I could share my success with others, I would do it with high quality and at an investment that anyone could afford. You may feel that I am trying to sell you something-and that is true. Im in the business of selling just like you. However, if you know something is good, you have an obligation to offer it to your client. My programs are offered at reasonable investments, and your investment in one constitutes one sale for me. But it may mean hundreds of sales in your career and thousands of dollars for you and your loved ones. In this way, I hope that my company can play some part in your continued success. Thank you.