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Tom Hopkins Low Profile Selling
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Book Synopsis Tom Hopkins' Low Profile Selling by : Tom Hopkins
Download or read book Tom Hopkins' Low Profile Selling written by Tom Hopkins and published by Tom Hopkins. This book was released on 1994 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tom Hopkins dedicated himself to improving the image of salespeople the world over nearly 20 years ago when he founded Tom Hopkins International. He constantly studies trends in business and talks with sales professionals the world over, learning from them and teaching them at the same time. The majority of today's successful salespeople have learned that a 'low profile' approach to presenting their product or service to customers works exceptionally well. Tom defines this approach as acting like a lamb, while selling like a lion.
Download or read book When Buyers Say No written by Tom Hopkins and published by Business Plus. This book was released on 2014-04-01 with total page 221 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Sell it Today, Sell it Now by : Tom Hopkins
Download or read book Sell it Today, Sell it Now written by Tom Hopkins and published by Blackstone Publishing. This book was released on 2016-09-01 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Have you discovered the power of the one-call close? Sell it Today, Sell it Now by sales champion, Tom Hopkins, is your ultimate reference guide to planning and perfecting the art of one-call closing. Whether you are an established sales professional with a long track record of achievement or a newcomer yet to make that first sale, you will learn why hundreds of thousands of salespeople use this book as a resource for new techniques and surprising insights. You will discover how easy it is to: Employ the 15 keys of overcoming objections Overcome your fear of closing Manage the 4 concepts that control all sales Let your customers answer their own objections Master the art of the one-call close Once you get a taste of this easy-going, soft-selling, results-only-system, you’ll absolutely love it and never want to sell any other way. This step-by-step sales training book holds the key to your successful sales career.
Book Synopsis Selling in Tough Times by : Tom Hopkins
Download or read book Selling in Tough Times written by Tom Hopkins and published by Hachette UK. This book was released on 2010-02-15 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tough Times can be brought on by any number of factors: a down economy, Mother Nature, shifts in customers' needs, national tragedy--the list goes on and on. These types of changes can be extremely disruptive, even paralyzing, when we're not prepared for them. While many see no other option than to "sit tight" and "ride things out" when crisis strikes, true career professionals in selling understand that the only way to deal with adversity is to meet it head-on. That's why a positive attitude and a proactive approach to problem-solving are two of the most essential ingredients for success in selling--and why those who embrace them not only to survive but thrive, even in the most difficult of circumstances. Now, in his latest book, Selling in Tough Times, world-renowned selling expert Tom Hopkins puts his real-world , in-the-trenches experience to work and shares his plan to reverse the momentum of tough times--and even capitalize on them. With exercises to help you discover previously overlooked opportunities and eliminate waste, along with out-of-the-box methods for recruiting new customers and key tips on how to solidify your existing business, Hopkins gives you powerful ways to spur sales now and for years to come. Learn how to: Mine your client list to generate new leads Keep--and reward--your current customers so that they're loyal for life. Reduce the sales resistance that plagues tough times with tactics that overcome consumers' fears. Woo clients from your competition with 12 new strategies specially tailored for tough times. Cycles will come and go, but the principles of great selling and those who live by them stand firm. Find out how you can achieve your maximum selling potential, whatever the business climate, in Selling in Tough Times today.
Book Synopsis Mastering the Art of Selling Real Estate by : Tom Hopkins
Download or read book Mastering the Art of Selling Real Estate written by Tom Hopkins and published by Portfolio. This book was released on 2004-08-03 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: Full of anecdotes, sales scripts, and proven tactics, this fully revised and updated book shows readers how to find the best listing prospects; win over "For Sale by Owner" sellers; earn the seller's trust; and more.
Book Synopsis How to Master the Art of Selling by : Tom Hopkins
Download or read book How to Master the Art of Selling written by Tom Hopkins and published by Grand Central Pub. This book was released on 1988-10 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.
Book Synopsis Zero-Resistance Selling by : Maxwell Maltz
Download or read book Zero-Resistance Selling written by Maxwell Maltz and published by Penguin. This book was released on 1998-11-01 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Zero-Resistance Selling is your guide to literally "reprogramming" your own self-image to help you attain your loftiest selling and career goals. You'll find step-by-step strategies to harness the power of your imagination to wipe away resistance to your sales presentations ... become an irresistible "master closer" ... conquer self-defeating habits ... and use stress to your advantage.
Book Synopsis How To Sell When Nobody's Buying by : Dave Lakhani
Download or read book How To Sell When Nobody's Buying written by Dave Lakhani and published by John Wiley & Sons. This book was released on 2009-06-15 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.
Book Synopsis Think Like a Winner! by : Staples, Walter Doyle
Download or read book Think Like a Winner! written by Staples, Walter Doyle and published by Pelican Publishing. This book was released on 1991-01-31 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: "If you want to get the results that a winner gets, you must first think like a winner thinks!' This is Dr. Walter Doyle Staples' premise in his new guide for everyone who wants to be successful and "win" at life. What makes some people successful and others unsuccessful? How do your thoughts and beliefs affect your chances of success? What can you do to better ensure that you will be a winner? In order to answer these questions and more, Dr. Staples has explored the qualities that are characteristic of successful people. What he has discovered is that we are limited in reaching our full potential by our faulty personal belief systems. These beliefs lead to inhibiting feelings such as fear of failure, rejection, and inadequacy-all feelings which work to prevent success by putting up barriers. Dr. Staples poses three questions that anyone interested in exploring their full potential in order to achieve a personal goal should ask themselves. Are you a compulsive goal-setter, setting a new goal every week? Do you have a "super achiever" attitude? Do you honestly believe you can do anything you set your mind to? This book will help readers achieve their success goals by teaching them to adopt and adapt core beliefs that will enable them to turn their life around. Packed with helpful exercises and inspiring quotes, Think Like a Winner! is a fascinating guide towards a better understanding of how the human mind works, and how one can act to ensure that he or she is a winner at life.
Book Synopsis Waiting for Your Cat to Bark? by : Bryan Eisenberg
Download or read book Waiting for Your Cat to Bark? written by Bryan Eisenberg and published by HarperCollins Leadership. This book was released on 2007-09-09 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Evolving from the premise that customers have always behaved more like cats than Pavlov's dogs, Waiting for Your Cat to Bark? examines how emerging media have undermined the effectiveness of prevailing mass marketing models. At the same time, emerging media have created an unprecedented opportunity for businesses to redefine how they communicate with customers by leveraging the power of increasingly interconnected media channels. Bryan and Jeffrey Eisenberg don't simply explain this shift in paradigm; Waiting for Your Cat to Bark? introduces Persuasion Architecture™ as the synthetic model that provides business with a proven context for rethinking customers and retooling marketers in a rewired market. Readers will learn: Why many marketers are unprepared for today's increasingly fragmented, in-control, always-on audience that makes pin-point relevance mandatory How interactivity has changed the nature of marketing by extending its reach into the world of sales, design, merchandizing, and customer relations How Persuasion Architecture™ allows businesses to create powerful, multi-channel persuasive systems that anticipate customer needs How Persuasion Architecture™ allows businesses to measure and optimize the return on investment for every discreet piece of that persuasive system "There's some big thinking going on here-thinking you will need if you want to take your work to the next level. 'Typical, not average' is just one of the ideas inside that will change the way you think about marketing." ?Seth Godin, Author, All Marketers Are Liars "Are your clients coming to you armed with more product information than you or your sales team know? You need to read Waiting for Your Cat to Bark? to learn how people are buying in the post-Internet age so you can learn how to sell to them." ?Tom Hopkins, Master Sales Trainer and Author, How to Master the Art of Selling "These guys really 'get it.' In a world of know-it-all marketing hypesters, these guys realize that it takes work to persuade people who aren't listening. They've connected a lot of the pieces that we all already know-plus a lot that we don't. It's a rare approach that recognizes that the customer is in charge and must be encouraged and engaged on his/her own terms, not the sellers. Waiting for Your Cat to Bark? takes apart the persuasion process, breaks down the steps and gives practical ways to tailor your approaches to your varying real customers in the real world. This book is at a high level that marketers better hope their competitors will be too lazy to implement." ?George Silverman, Author, The Secrets of Word of Mouth Marketing: How to Trigger Exponential Sales Through Runaway Word of Mouth "We often hear that the current marketing model is broken-meaning the changes in customers, media, distribution, and even the flatness of the world make current practices no longer relevant. Yet few have offered a solution. This book recognizes the new reality in which we operate and provides a path for moving forward. The authors do an outstanding job of using metaphors to help make Persuasion Architecture clear and real-life examples to make it come alive. Finally, someone has offered direction for how to market in this new era where the customer is in control." ?David J. Reibstein, William Stewart Woodside Professor, Wharton Business School of the University of Pennsylvania and former Executive Director, Marketing Science Institute "If you want to learn persistence, get a cat. If you want to learn marketing, get this book. It's purrfect." ?Jeffrey Gitomer, Author, The Little Red Book of Selling
Book Synopsis Wiley Pathways Selling by : Tom Hopkins
Download or read book Wiley Pathways Selling written by Tom Hopkins and published by John Wiley & Sons. This book was released on 2007-03-09 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: Salesmanship is an essential skill that carries over into many industries. In Selling, the latest text from the Business series in the Wiley Pathways imprint, students learn up-to-date information and techniques on prospecting, planning sales calls, making great presentations, and closing the sale.
Download or read book ILLBORN written by Daniel T. Jackson and published by Troubador Publishing Ltd. This book was released on 2021-05-28 with total page 712 pages. Available in PDF, EPUB and Kindle. Book excerpt: Long ago, The Lord Aiduel emerged from the deserts of the Holy Land, possessed with divine powers. He used these to forcibly unify the peoples of Angall, before His ascension to heaven.
Book Synopsis Everything You Know about Money is Wrong by : Karen Ramsey
Download or read book Everything You Know about Money is Wrong written by Karen Ramsey and published by ReganBooks. This book was released on 1999 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Any of these sound familiar? Of course they do--they're notions that are so well established in our minds, they feel like common sense. But they're all wrong.
Book Synopsis Selling All-in-One For Dummies by : The Experts at Dummies
Download or read book Selling All-in-One For Dummies written by The Experts at Dummies and published by John Wiley & Sons. This book was released on 2012-02-01 with total page 711 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tried-and-true information and tips for selling like a pro Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-In-One For Dummies features everything you need to know to improve your results. This valuable selling resource includes new ways to effectively network and prospect through the power of all the social media networking sites such as LinkedIn, Twitter, and Facebook, as well as ways to optimize sales success through Webinars; the latest tips and advice to build an appealing image; proven questioning methods that close sales; updated advice on keeping clients' business and building their loyalty; and how to adapt presentations and techniques. Proven methods and techniques that will lead to bigger sales and more loyal customers Advice on separating yourself from the pack Plus four chapters on selling in specialized areas from biotechnology to real estate Selling All-In-One For Dummies is the authoritative guide to navigating the ever-changing and growing sales arena.
Book Synopsis How to Master the Art of Selling Financial Services by : Tom Hopkins
Download or read book How to Master the Art of Selling Financial Services written by Tom Hopkins and published by Made for Success. This book was released on 2023-05-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether you're a financial services expert or novice, you understand the business. You've worked hard to gain your product knowledge. You study industry trends. But, do you know how to talk to clients so they'll listen? The How to Master the Art of Selling Financial Services live audio seminar shows you how to gain the trust of others quickly, get them to like you, take your advice, and become long-term clients which is the foundation for every successful business. Tom Hopkins has been training in the financial services industry over three decades and has developed methods to help you communicate with your clients and understand what your clients want from you. Once you know what clients want, you can learn how to provide it! Financial services representatives have turned to Tom Hopkins for years for his proven-effective, professional selling strategies which have helped them learn how to help more of their clients make financial planning decisions. How to Master the Art of Selling Financial Services audio seminar will help you: Learn effective ways to talk with clients and calm their fearsAsk the right questions to get clients talking about their needsImplement client feedback so that you can provide your best serviceIncrease your sales ratios with closing strategies that make sense to your clientsGrow your business with powerful, yet simple referral strategies This audio seminar includes a bonus PDF workbook to give you exceptional training of Hopkins' methods and will teach you how to master the art of selling financial services more effectively and efficiently than ever before! Topics include: Definition of SuccessFour Areas to Set GoalsHow to Set Financial GoalsWhat is Holding You BackPeople Business TriangleProspecting StrategiesClient FearsFear-Producing WordsQuestioning StrategiesNEADS QualificationDeveloping a Quality PresentationGlamour Words and Visual AidsAddressing ConcernsClosing the SaleBuilding a Long-Term Business
Book Synopsis Selling For Dummies by : Tom Hopkins
Download or read book Selling For Dummies written by Tom Hopkins and published by John Wiley & Sons. This book was released on 2011-03-16 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is really about people skills – to be successful in sales, you must be able to cooperate, have good listening skills, and be willing to put others' needs before your own. With selling skills in your arsenal, you'll be happier in a lot of areas of your life, not just in your career (although that will certainly benefit too). But this guide is not only for traditional salespeople who want career enhancement. It's for all people, because everybody can use selling skills to change or improve their lives. This book is for you if You're beginning a sales career, or just looking to brush up your skills. You're unemployed and want a job, or you're employed and want a promotion. You're a teen wanting to impress adults, or an adult wanting to succeed at negotiation. You're a teacher searching for better ways to get through to your students, or a parent wanting to communicate more effectively with your children. You've got an idea that can help others, or you want to improve your personal relationships. Selling For Dummies is divided into sections so you can easily turn to the part that interests you most. You'll find out how to Define what sales is and what it isn't. Prepare for a sale – everything from knowing your clients to knowing your products – to set you apart from average persuaders and help you hear more yeses in your life. Say the right words – and avoid the wrong ones – in each stage of the selling process. Separate yourself from the average salesperson by staying in touch with your clients. Cope with rejection, a natural part of life, no matter how skilled you become. Whether you're starting out in sales or have been at it since the beginning of time, this guide offers great information to keep you upbeat and moving forward, allowing you to treat selling with the same joy as you treat your hobbies and pastimes.
Book Synopsis The Professor Is In by : Karen Kelsky
Download or read book The Professor Is In written by Karen Kelsky and published by Crown. This book was released on 2015-08-04 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: The definitive career guide for grad students, adjuncts, post-docs and anyone else eager to get tenure or turn their Ph.D. into their ideal job Each year tens of thousands of students will, after years of hard work and enormous amounts of money, earn their Ph.D. And each year only a small percentage of them will land a job that justifies and rewards their investment. For every comfortably tenured professor or well-paid former academic, there are countless underpaid and overworked adjuncts, and many more who simply give up in frustration. Those who do make it share an important asset that separates them from the pack: they have a plan. They understand exactly what they need to do to set themselves up for success. They know what really moves the needle in academic job searches, how to avoid the all-too-common mistakes that sink so many of their peers, and how to decide when to point their Ph.D. toward other, non-academic options. Karen Kelsky has made it her mission to help readers join the select few who get the most out of their Ph.D. As a former tenured professor and department head who oversaw numerous academic job searches, she knows from experience exactly what gets an academic applicant a job. And as the creator of the popular and widely respected advice site The Professor is In, she has helped countless Ph.D.’s turn themselves into stronger applicants and land their dream careers. Now, for the first time ever, Karen has poured all her best advice into a single handy guide that addresses the most important issues facing any Ph.D., including: -When, where, and what to publish -Writing a foolproof grant application -Cultivating references and crafting the perfect CV -Acing the job talk and campus interview -Avoiding the adjunct trap -Making the leap to nonacademic work, when the time is right The Professor Is In addresses all of these issues, and many more.
