and updated edition of: How to master the art of listing and selling real estate. Then, each time you start to study it, take just a second or two to recall that vivid picture of the benefits you’re seeking. Many salespeople spend most of their time talking to the wrong people. Let them bloom. You might finish reading these words, put this book down, and in six months double your income. They have literally become you. Read chapter one. Money study—I call it that to emphasize how vital it is to learn how to acquire new knowledge quickly and thoroughly. The moment you get into high gear and start using your material efficiently, you’ll glimpse your bright new destiny. This law applies to all learning, and it applies with special force to sales skills. How to Master the Art of Selling explains and teaches the fundamentals of selling. 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. Superior earning ability grows out of the superior performance that superior learning makes easy. The ones who tell me they’ve doubled or quadrupled their incomes say that this happened because they worked energetically through the next step. 5. That’s where we’re going to start. The only thing that really mattered was what I did for myself, and what I gave to myself. Read on. Here it is: 1. It lets us avoid taking full responsibility for our own performance. You can’t reasonably expect to never say the wrong thing to prospects and clients. And that, of course, is what keeps them from being great. You’ll money while honing your skills for the next presentation. For beginners – You’ll find this to be a good primer if you’re a learner with little or no prior experience/knowledge. To attain success in the sales field, you can’t take any shortcuts around these five basic steps. You have a low capital investment and potentially high returns. The place to start being superior is to acquire and use a superior learning system. 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. Okay, they’re still quite young. No vocation is more vital to the success of a nation’s economy than the art of selling. 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. 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. I don’t know any better word for it than excitement. Offered by Northwestern University. As adults, it’s easy to fall into the habit of skimming over new knowledge, of avoiding any organized effort to grasp and hold new knowledge. And you started to slip. This freedom you’ve won for yourself by successfully competing where resourcefulness and perseverance are demanded and highly valued. 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. Put the strategies, words, and phrases to use. You’ll be ready to fly higher and farther because of your newly learned abilities. You’ve noticed that the more you’re interested in a subject, the more easily you remember details about it. I know it. She walked out, puttered around for a month, and decided that she wanted to be where the action is. Being a sales professional encourages your personal growth. "Oh, I just love the fact that it slices grapes," and the prospect doesn't give a hoot about what you love. But set reasonable goals. But don’t stop when you’ve completed them—don’t even slow down—because you can’t live in a house with no walls. Complete summary of Tom Hopkins' book "How to Master the Art of Selling: The Best Book Ever Written on Selling & Salesmanship”. In sales, the shortest way to the highest earnings is to directly face and work through these challenges. As a career, selling gives you the freedom to express who you are and to be as successful as you want to be. Hot Topic – You’ll find yourself in the middle of a highly debated issue. He took my training. But when old Max was fighting his way clear of being average, his lunches were businesslike and left him refreshed for an effective afternoon; he guarded his golden hours jealously and used them effectively; he treated people cordially. In the next chapter, we’ll take a careful look at these marks of the Champion. You know that high school teams practice. In sales, you never know what opportunities the day will open up, what prizes you can win—what catastrophes may befall you. Does that mean it’s not possible to earn more? They tailored those words to their own products and services and molded them to their own personalities. If you want to earn more, learn more. Then you’ll stop doing what I’ve asked you to do. Making original contact the professional way. Here's what the ratings mean: Applicable – You’ll get advice that can be directly applied in the workplace or in everyday situations. Visionary – You’ll get a glimpse of the future and what it might mean for you. And they have little fear of the unknown in change because overcoming the unknown is their daily work. I hope you won’t say that. Will you agree with me on that? The must-read summary of Tom Hopkins' book «How to Master the Art of Selling: The Best Book Ever Written on Selling & Salesmanship”. I hope you won’t limit the effectiveness of your learning. Don’t think that way. Your income will begin to fall, and you’ll wonder why. That means you’ll work harder for a while; it means you’ll work longer for a while. Book Excerpt: How to Master the Art of Selling. 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. As a profession, selling offers these advantages: To become a better sales person, study your product, your customers, your company and your territory. Closing the sale. Vlad rated it it was amazing Jun 27, 2015. If the professional golfer uses a club, the tennis player a racquet, and the carpenter a hammer, what do we professional salespeople use? When the time comes, I know there’s a good chance you’ll say, “I’m not going through that stuff again. The author, a master salesman, is obviously enthusiastic about helping others succeed in sales. In this fully updated and revised edition of his national bestseller, Tom shows how you can succeed in the profession of selling… Put a note there to review this book a year from now. 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). Fully rev. How to Master the Art of Selling by Tom Hopkins-Doing business can be done by everyone and if it already has a profession of course you are able to do business.In this book tells the art teachers who do business by selling his work. The next key to the art of selling like a sales superstar is to focus on your prospects’ challenges. The little feller has a long way to go before he can even start learning how to walk, talk, and operate without diapers. getAbstract recommends this book to people involved in all levels and aspects of sales. Brian Tracey says that confidence in your sales skills will make you more aggressive in prospecting and will give you a higher self-esteem. It’s a tempting devil. His strategies, which are based on seminars he teaches, include steps for organizing and writing a successful sales presentation. 3. Knowing how to learn fast is the key to rapid personal growth and quick sales success. The second advantage of selling is that you have the freedom to become as successful as you’d like to be. Psychologists still argue whether it’s instinct or learning that causes us to jump at a sudden loud noise, but they agree that everything about selling is learned. Eloquent – You’ll enjoy a masterfully written or presented text. On a similar note, while your customer may look for the … Learning for the mere sake of learning is sterile. When reading and applying the techniques in this book, or any other book, always adapt the information to the times. It’s far more than bleary-eyed singsong in the middle of the night. 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. Having trained more than three million salespeople on five continents, I’ve met a lot of strong individuals who are on the fast track. Books we rate below 5 won’t be summarized. It calls into play that business of making yourself do what you know you should do. If they’re happy, they’ll want someone else to be happy, too. You’ve utilized them so efficiently that your first good results generate the energy to accelerate you into superperformance. THE SEVEN BASICS THAT’LL MAKE YOU AS GREAT AS YOU WANT TO BE. Reinforcement. In a few minutes, the spouse says, “My husband [or wife] sounds just like you.”. A friend suggested I read the book, "Mastering the Art of Selling". 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