How to Master the Art of Selling Tip #2: Focus on challenges. But many of us have forgotten how to learn, so let’s quickly review the steps to learning that apply not only to everything in this book, but to anything you choose to study. That is the seventh and final basic. They came to the seminar. Get ebook summary of How to Master the Art of Selling by Tom Hopkins and review . Books we rate below 5 won’t be summarized. To earn more, develop more competence. And you can be sure that when Max was making his first run at success, he found the time necessary to effectively perform all the basic functions of sales work. There’s an obstacle to learning how to become competent that we meet with here. Effective repetition means you pay a good price in an effort to make good material yours. The author, a master salesman, is obviously enthusiastic about helping others succeed in sales. Book Excerpt:How To Master The Art Of Sellingby Tom Hopkins ISBN: 0446692743 $14.95/U.S. In fact, I’m convinced that most salespeople who operate far below their potential suffer from it. How I Raised Myself From Failure to Success in Selling by Frank Bettger. Do what you know you should do. In psychology, an anchoring bias in decision-making refers to the human tendency to rely entirely on one trait or bit of information when making decisions. Don’t be too quick to say you’re free of this myth. You are privileged to be involved in one of those precious few activities where freedom and challenge aren’t rarities, they’re constant companions. 3. When you entered the profession of selling, you learned your product. Sales is the life blood of a business. In sales, you never know what opportunities the day will open up, what prizes you can win—what catastrophes may befall you. If you are starting out in sales then you do not want to read this book, you … Then cultivate an honest respect for all people, and learn all the right statements to make. Some of us would like to believe that there’s a shortcut around the basics; that, if we could only find it, there’s a secret formula out there somewhere for just sitting back and letting the money roll in. Effective repetition means your review is wide-awake and intensive. I’ve met with large numbers who haven’t put their foot on the lowest rung of their potential yet. Then go on the prowl for it, find it, and overcome it. You’ll smile, bore in—and close a delightful number of such sales. 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. I learned a long time ago that selling is the highest-paid hard work—and the lowest-paid easy work—that I could find. Developing competence is the only way. At that moment, you’ll be ready to break out above average and join the ranks of the excellent. He’s got a lot to learn, and if he’s going to be a great salesman, he’s got it all to learn. Fully rev. If you want to be a master of persuasion and selling, keep in mind that all masters were first excellent students. The ones who tell me they’ve doubled or quadrupled their incomes say that this happened because they worked energetically through the next step. The fourth advantage of selling is that it offers high potential returns from a low capital investment. 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. The first advantage and the reason I love selling is its freedom of expression. By that I mean getting referral business from each and every client. If the professional golfer uses a club, the tennis player a racquet, and the carpenter a hammer, what do we professional salespeople use? That’s great for confidence, but it’s often the source of raging overconfidence. Tom Hopkins , founder of Tom Hopkins International in Scottsdale, Arizona, is an international motivational speaker and sales trainer who markets audio and video sales training programs in motivation, real-estate training, computer sales, and women’s self-development. The little feller has a long way to go before he can even start learning how to walk, talk, and operate without diapers. Knowledge takes on greater depth and meaning through hard use; skills become strong and tough through hard use. If you want to be better than average, do that. and updated edition of: How to master the art of listing and selling real estate. As a career, selling gives you the freedom to express who you are and to be as successful as you want to be. Glory in it. Do you know how many people aren’t having fun with what they’re doing for income? And I also found out another exciting thing about selling-the choice was mine, all mine. All of a sudden, these new concepts stopped churning within you and a new reality was born: You and the concepts are one. *getAbstract is summarizing much more than books. This law applies to all learning, and it applies with special force to sales skills. 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. No vocation is more vital to the success of a nation’s economy than the art of selling. Hot Topic – You’ll find yourself in the middle of a highly debated issue. Repetition is the mother of learning. Life begins with hardcore selling and ends with hardcore selling. David Bernstein, a true Champion. 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. Overview – You’ll get a broad treatment of the subject matter, mentioning all its major aspects. Closing the sale. Let me ask you a question. You know that high school teams practice. Of course not. The moment you get into high gear and start using your material efficiently, you’ll glimpse your bright new destiny. Will you agree with me on that? What the Profession of Selling Really Is. "How to Master the Art of Selling" is an awesome book on the intricacies of selling. This self-confidence will even affect your prospects, making them in turn even more likely to buy from you. The scope of their labor is confined to narrow limits; their toil hinders rather than fosters their growth; they dislike everything about their employment except the sense of security its familiarity has bred in them. Enjoy the videos and music you love, upload original content, and share it all with friends, family, and the world on YouTube. He’s perspiring. If I’d been born with his wit, charisma, and bear-hug personality, I could tear ’em up, too. You have a low capital investment and potentially high returns. Every day offers new challenges, which you need to view as refreshing, not wearying. Now is the time to use the powerful sales statements you’ve organized for the benefit of others. No vocation is more vital to the success of a nation’s economy than the art of selling. It’s far more than bleary-eyed singsong in the middle of the night. All the great salespeople I know started with words they knew worked. The Psychology of Selling. What is effective repetition? You can launch yourself into a sales career for a tiny fraction of the franchiser’s investment and, by applying the systems in this book, have greater earning power sooner. That’s why you should think of your mouth as a sharp-edged tool that has to be used intelligently if it’s going to do you more good than harm. Quite the contrary. Reinforcement. The How to Master the Art of Selling Financial Services live audio seminar shows you how to gain the trust of others quickly and get them to like you, take your advice, and become long-term clients, which is the foundation for every successful business. Money study—I call it that to emphasize how vital it is to learn how to acquire new knowledge quickly and thoroughly. In the next chapter, we’ll take a careful look at these marks of the Champion. When Robert celebrated his twenty-third birthday, his sales earnings were headed over the half-million mark for the year. Tom Hopkins is one the legends in selling. This common fallacy is a destructive idea that I’d like to eliminate from your mind right now. If you are starting out in sales then you do not want to read this book, you … If they’re happy, they’ll want someone else to be happy, too. Unused learning is fertilizer left in the sack. Face it. 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. We have been using the same techniques. Sales is one of the few professions left in which you can be yourself and can, in essence, do what you want to do. Imagine a woman in the delivery room. The answers are revealed in How to Master the Art of Selling. I know it. The place to start being superior is to acquire and use a superior learning system. Now let me tell you about some of the Champions who’ve done that. For experts – You’ll get the higher-level knowledge/instructions you need as an expert. You quit doing what your company asked you to do. I frequently return to cities where I’ve already given my sales seminar, and on these occasions, I always see dozens of Champions who are coming back through the program again. What does it cost to gain entry into this profession that has no income ceiling? He wrote a powerful book called “How To Master the Art of Selling” which has gone on to selling millions of copies world wide. If you’re like most of the people in my seminar audiences, just hearing the word prospecting makes you a little nervous. Within a week of meeting him as a prospect, a member of my staff and I received four of these notes from Bernstein, all of them well-written, sincere, personal notes that made a solid impression. Our overregulated and highly organized society provides few lucrative work activities where the end of each day isn’t known before that day dawns. Life was meant to be fun, and there’s no reason not to have some of it while you’re earning a nice income for your family. Let’s talk about some of the advantages of selling. To be honest, it is somewhat hard-hitting and his approach to closing is on the assertive edge. It doesn’t matter whether you think you’re a wonder or a nonwonder; you still have to pay the learning price. You’ve utilized them so efficiently that your first good results generate the energy to accelerate you into superperformance. They know they will grow in direct proportion to their competence. I hope you won’t limit the effectiveness of your learning. And then, all of a sudden, they not only had the desire and the training, but also had the income they wanted. The sooner you get rid of that illusion, the sooner you can get on with reaching the heights you want to reach through effective use of the basics. Presentation. He took my training. Effective repetition means you hear it, write it, read it, and speak it. Background – You’ll get contextual knowledge as a frame for informed action or analysis. A few believe they’re naturals. When the time comes, I know there’s a good chance you’ll say, “I’m not going through that stuff again. Hopkins conveys instructions and suggestions through a variety of sales conversations. Preserve your hard-won skills. Say yes.eval(ez_write_tag([[300,250],'businessknowhow_com-medrectangle-4','ezslot_2',143,'0','0'])); Every morning, tell yourself that challenge is exciting, it’s fun, and you look forward to it. see review. Book Excerpt: How to Master the Art of Selling. Add to it. How to Master the Art of Selling explains and teaches the fundamentals of selling. Hopkins has written this text with rigour and diligence, offering the reader an easily understood yet informative read. What turned Tom Hopkins around? 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