It’s far more than bleary-eyed singsong in the middle of the night. And you never stop learning and reviewing. That’s never the case in selling, where every day you’re confronted with new challenges. Learning for the mere sake of learning is sterile. But before every season starts, the pros are out there sweating it up. Internalization is the next-to-last step to completing any learning. I met her years ago, not too long after her former employer had said that she was getting too old for the job and should retire. Accept the fact that what you say will sometimes come out badly. Now is the time to use the powerful sales statements you’ve organized for the benefit of others. When Robert celebrated his twenty-third birthday, his sales earnings were headed over the half-million mark for the year. It was dependable work, but he wanted more from life than he could lift with a pitchfork, so he decided to enter the profession of selling. He’s spending some of his time on new plays, certainly, but most of the time he’s drilling on fundamentals. No vocation is more vital to the success of a nation’s economy than the art of selling. This is a handbook for those who are eager to become sales masters, but are asking themselves, "What do I do next?" You’ve turned yourself into a sales machine; now turn that machine on. How to Master the Art of Selling Tip #2: Focus on challenges. Let them bloom. That’s no good at all. I’ve met with large numbers who haven’t put their foot on the lowest rung of their potential yet. Study your product or service. In both activities, you can learn to avoid making the common mistakes. But you’ll be paid for your extra effort with enhanced earnings down the road. Comprehensive – You’ll find every aspect of the subject matter covered. I learned a long time ago that selling is the highest-paid hard work—and the lowest-paid easy work—that I could find. And I also found out another exciting thing about selling-the choice was mine, all mine. Until he was eighteen, Robert Burns worked on his father’s ranch. To increase your earnings, educate yourself. After you qualify and know that this person has a need for your product or service, it’s time to move on to the fourth basic, which is the presentation or demonstration. This complete summary of the ideas from Tom Hopkins' book "How To Master The Art of Selling" exposes how the best salesmen employ skills that can be easily understood, learned and applied. In the case of the learning we’re primarily concerned with here, you’ll be capable of going on to greatness in sales—and you’ll also be in great danger of sliding back into average performance. Every year at Wimbledon, the eventual winners use their racquets to feed a few easy shots to their opponents, and they lose the point every time they do. What is effective repetition? And you started to slip. Is there any better investment than in yourself? Repetition. If I’d been born with his wit, charisma, and bear-hug personality, I could tear ’em up, too. Analytical – You’ll understand the inner workings of the subject matter. and updated edition of: How to master the art of listing and selling real estate. When I get there, I won’t forget how I did it.” But you will, and some of that is good. Do what you know you should do. You may think the limit is the highest income anyone has yet made selling for your company. Do that, and you’ll intensify the impact of the material, and make it yours faster. When reading and applying the techniques in this book, or any other book, always adapt the information to the times. Closing the sale. Don’t be too quick to say you’re free of this myth. Effective repetition means you cut the material apart and sew it back together to fit you. Add to it. My philosophy is that if it’s not fun, it’s not worth doing. Many salespeople spend most of their time talking to the wrong people. He’s got a lot to learn, and if he’s going to be a great salesman, he’s got it all to learn. We and our partners share information on your use of this website to help improve your experience. Get ebook summary of How to Master the Art of Selling by Tom Hopkins and review . 5. What an exciting prospect! We use something that’s gotten us in lots of trouble, don’t we? I know many salespeople making several hundred thousand dollars a year, and some making more than a million dollars a year, and I’m always intrigued by the variety of their backgrounds, the diversity of their personalities, and the range of their interests. How to Master the Art of Selling is an exceptionally practical book, tackling everything from sales calls, initial meetings, presentations, follow-ups and long-term strategies. Superior earning ability grows out of the superior performance that superior learning makes easy. The highlight of my life comes when people take my training, go out with it and win whatever amount of success they need, and then tell me about it. Let’s talk about some of the advantages of selling. After failing during the first six months of his career in sales, Tom Hopkins discovered and applied the very best sales techniques, then earned more than one million dollars in just three years. Study your customers and your territory. Read on. Put a note there to review this book a year from now. In fact, what’s interesting is that the more professional and talented an athlete is, the more that athlete—man or woman—practices and trains. Imagine a woman in the delivery room. When you entered the profession of selling, you learned your product. In this fully updated and revised edition of his national bestseller, Tom shows how you can succeed in the profession of selling… Utilization. Produce results. Accentuate the positive through knowledge. It’s exciting to know that if you learn the material and then go out and do what you know you should do, there’s no ceiling on your income. Prospecting. If you’ve been in sales longer than a week, you undoubtedly have. The little feller has a long way to go before he can even start learning how to walk, talk, and operate without diapers. Tom Hopkins is one the legends in selling. To earn more, develop more competence. Discover the golden hours when your offering sells best. Many average-to-good salespeople prospect, make contacts, qualify, present, and handle objections so well that they manage to get by without learning to close competently. Here’s a Champion whose actions may startle you. When the day comes that you can truly say you’ve internalized all the concepts of this book, or have internalized all the concepts of any other body of learning you aspire to, then and only then are you capable of greatness with that learning. He’s making a chunk of money but he’s running. That’s my purpose in life—to help you make more money. If you want to be better than average, do that. Now let me tell you about some of the Champions who’ve done that. Do that and you’ll never cut yourself with the sharp edge of your tongue. Effective repetition means you dramatize the material and make it dance in your head. He also covers time management, record keeping systems for follow up sales and goal setting. I hope so, because the whole point of this book is that the skills, knowledge, and drive within you are what will make you great, and that these qualities can be expanded and intensified—if you’re willing to invest time, effort, and money in yourself. Visionary – You’ll get a glimpse of the future and what it might mean for you. It lets us avoid taking full responsibility for our own performance. Reviewing the basics. What so few of us are willing to accept is this fundamental truth: Great salespeople, like great athletes, simply do the basics very well. How to Master the Art of Selling’s greatest strength lies in the fact that it seems to take a very logical and realistic look at actions that successful salesman might or should take in their pursuit of success. I’ll show you how professionals make sure that they invest their time with the right people who can make yes decisions, instead of expending it on the wrong people who can only make no decisions. You might finish reading these words, put this book down, and in six months double your income. If you are starting out in sales then you do not want to read this book, you … How to Master the Art of Selling explains and teaches the fundamentals of selling. Wasn’t born with the golden touch like Joe Whizzbeau over there. They have literally become you. You’ll smile, bore in—and close a delightful number of such sales. That’s the seventh advantage of being a professional salesperson: It stimulates your personal growth. The answer to his turnaround is covered in How to Master the Art of Selling. No matter what you sell, … I hope you won’t decide to slip back into the quagmire of mediocrity. Use them or lose them. Your primary tool—the opening in your face called a mouth—must be used with confidence. You’ll find this true of all learning that’s important to you: Every time you review the material in depth, you’ll see things you never saw before and discover concepts you weren’t ready to use before. You know that college teams practice. All of this is done in the hope of a sixty-thousand-dollar return on invested capital the second year. The first string is out there. Brian Tracey says that confidence in your sales skills will make you more aggressive in prospecting and will give you a higher self-esteem. Inspiring – You’ll want to put into practice what you’ve read immediately. You know that high school teams practice. Aside from being graduates of my training, what do all four of these people have in common? Isn’t that exciting? I’ve had Champions bring their spouses to my program to say hello. 2. All the great salespeople I know started with words they knew worked. Like all other talents and skills honed over time, selling something is truly an art form that takes practice to improve upon (and ultimately master). That’s great for confidence, but it’s often the source of raging overconfidence. These first two steps are vital. There are no income ceilings. This occurs when you’ve exploited impact, when you’ve molded the standard material to your needs and made it yours, when you’ve made your new skills strong through hard use. Form a clear and vivid picture in your mind as to why you’re learning this material. Book Excerpt:How To Master The Art Of Sellingby Tom Hopkins ISBN: 0446692743 $14.95/U.S. "How to Master the Art of Selling" is an awesome book on the intricacies of selling. In four words, they used repetition effectively. When an executive or official approves your purchase order, it’s exciting and satisfying to know you’ve helped that organization carry out its purposes, save money, make more money, or provide its employees with better benefits. But far more often, they use their racquets to hit winning shots for themselves. Making original contact the professional way. Accustom yourself to using these five sales basics effectively. And that, of course, is what keeps them from being great. Still, the toughest task I have as a trainer always is with the superprofessionals who are slipping. Hitting the ball wrong in tennis is much like saying the wrong thing in sales. He started learning about professionally selling insurance when he was sixteen. But set reasonable goals. The only thing that really mattered was what I did for myself, and what I gave to myself. And took it book by legendary sales professional brian Tracy next chapter, we summarize *. 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