Tom Hopkins started his career as a salesperson earning $42 a month. But a five-day sales training seminar changed all that. In the next six months Hopkins sold a million dollars' worth of $25,000 houses. He then began to look at and analyze his own success.
Offers strategies and avenues for selling to reluctant buyers, including the "Circle of Persuasion," an approach designed to improve buyer-seller relationships and close more deals.
tom Hopkins has learned and applied the best sales techniques there are and, in just three years, he earned over one million dollars! How to Master the Art of Selling lets you into tom Hopkins secrets. Do you think you? not selling anything? the truth is, you? always trying to sell quite a number of ideas, beliefs and goals, aren'you? Every successful person is good at selling himself or herself- they simple sell their ideas, beliefs and aims better than unsuccessful people do. Showing you how to sell yourself successfully is the aim of How to Master the Art of Selling. tom Hopkins'now-how can be yours too.
This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key.It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes.The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships.There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.
Sales trainer Tom Hopkins shows how to handle the most crucial part of any sales negotiation - the close - successfully. The text ranges from questioning strategies and understanding the anatomy of a close to managing surprise endings and bowing out gracefully.
This text covers common-sense basics to power-sales techniques. It includes real life examples on getting appointments, time planning, handling failure and rejection, and ways to close sales.
