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.
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.
Download or read book The Art of the Sale written by Philip Delves Broughton and published by Penguin. This book was released on 2013-03-26 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the author of Ahead of the Curve, a revelatory look at successful selling and how it can impact everything we do The first book of its kind, The Art of the Sale is the result of a pilgrimage to learn the secrets of the world's foremost sales gurus. Bestselling author Philip Delves Broughton tracked down anyone who could help him understand what it took to achieve greatness in sales, from technology billionaires to the most successful saleswoman in Japan to a cannily observant rug merchant in Morocco. The wisdom and experience Broughton acquired, revealed in this outstanding book, demonstrates as never before the complex alchemy of effective selling and the power it has to overcome challenges we face every day.
Download or read book Master the Art of Closing the Sale written by Benjamin Brown and published by . This book was released on 2016-03-12 with total page 116 pages. Available in PDF, EPUB and Kindle. Book excerpt: As if channeling Zig Ziglar, Frank Bettger, and Jeffrey Gitomer, Ben Brown shows you exactly how to achieve a radical improvement in your sales process to dramatically close more sales, develop long term clients, and enjoy more referrals. Straight forward and clearly written, business expert Ben Brown provides a high impact sales strategy based on his years of successful sales training and experience. Whether you are a sales representative who wants to take your business to the next level or a manager looking for a complete step-by-step sales system for your staff, this is the game-changing book you have been looking for! * Discover the secrets for turning skeptics into buyers and buyers into referral machines. * Learn how to stop wasting time with those who will never purchase from you and quickly identify those who will. * Use a proven step-by-step sales strategy that will skyrocket your success and give you rock solid confidence in selling. * Improve your communication skills and ability to influence others, both in business as well as your personal life. Put your sales process on steroids with Master the Art of Closing the Sale and reap the benefits you and your business deserve. "Sales is an art, when done right it's a beautiful thing."-- Ben Brown
Download or read book The Big Book of Sales written by Alan Gordon and published by Createspace Independent Publishing Platform. This book was released on 2018-05-26 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Book is an Incredibly Valuable Resource of Sales Techniques! With this revised and updated version of his popular book, Gordon adds a new and exciting perspective on the time honored subject of Sales. This extraordinary book takes you right inside the minds of the most successful salespeople in the world so you can hear the exact words, phrases, pivots and sequences they use to move the sale toward a close. This is a life-changing reference book that will stay on top of your desk throughout your sales career. You will come back to it over and over again. Its well-written pages are filled with proven tips and techniques that will guide you towards an amazingly successful career as a professional salesman. If you have the desire to become more confident in your sales ability, this book has all the detailed skills and techniques you need to get you there. Here's a sample of what to expect inside: - How to navigate the new world of selling - Sales as an ethical and respectable long term career - Six Magic Words in Sales that will change your life - Hundreds more phrases, pivots and techniques - Secrets you can use in the beginning of the sale that greatly improve your odds of a successful close - Specific rebuttals for every objection you will ever face - Closing sequences - broken down and easy to master - Powerful bonus sections added - and, much, much, more.
Download or read book Mastering the World of Selling written by Eric Taylor and published by John Wiley & Sons. This book was released on 2010-07-30 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar
Download or read book How to Master the Art of Listing and Selling Real Estate written by Tom Hopkins and published by Englewood Cliffs, N.J. : Prentice Hall. This book was released on 1991 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tom Hopkins' career is the quintessential American success story, from a $42-a-month failure to millionaire, through the real estate sales techniques he developed and perfected. He has taught these techniques to more than one billion real estate pro on four continents, and now shares them with readers, revealing how to succeed in virtually any market.
Download or read book Mastering the Art of Selling Cars Online written by Edward Coleman and published by Trafford Publishing. This book was released on 2003 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Industry expert Eddie Coleman reveals the secrets of selling cars online and making millions doing it. Learn sales, marketing and website strategies as developed by the nation's leading e-dealer visionary.
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
Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Download or read book The Selling Staircase written by Nikki Rauch and published by . This book was released on 2019 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you struggle closing the sale?Don't worry--you're not alone.The sales process is more than just a funnel--it's a staircase. As the salesperson, it's your job to earn a prospective clients business by moving them from one step to another.That's where the Selling Staircase comes into play.This book is a five-step approach to move your clients through an authentic sales process. We're going to go through these in-depth throughout the book. This framework will bring new awareness about what you're doing and how to be even more effective in the sales process.Knowing how to communicate with your clients, recognize Buying Signals, and ask for the sale is crucial to the success of your business.So let's get you there."The Selling Staircase model is brilliant and easy to implement in any business. Nobody explains the sales process more enthusiastically, intelligently, and clearly as Nikki Rausch. If you want more sales fast, I highly recommend you read her new book right away."--Shane Sams, Host of The Flipped Lifestyle PodcastFlippedLifestyle.comWith 25+ years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, Nikki shattered sales records in many industries, receiving multiple "top producer" awards along the way. Nikki Rausch has the unique ability to transform the misunderstood process of "selling". Today, entrepreneurs and small business owners from a wide range of disciplines hire Nikki to show them how to sell successfully and authentically, without being pushy or "salesy."
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.
Download or read book Smart Calling written by Art Sobczak and published by John Wiley & Sons. This book was released on 2010-03-04 with total page 261 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
Download or read book The Joy of Selling written by Steve Chandler and published by Robert Reed Pub. This book was released on 2010-01-01 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Joy of Selling introduces powerful thinking processes that will help the reader to develop a creative state of mind. Chandler believes this state is essential for achieving extraordinary sales success. At the same time, he shows the reader how to enjoy the sales process. His book captures the same joyful spirit that enlivens his seminars. In concise, reader-friendly chapters, best-selling author Steve Chandler delivers over 50 powerful ideas guaranteed to stimulate fantastic sales success. Drawing on his extensive experience in the field, and using the most up-to-date psychological tools available, Chandler illustrates ways for both the novice and the seasoned pro to reach new heights of business prosperity. The Joy of Selling invites readers to be extraordinary, not only in sales but in all areas of life by making a conscious commitment to innovation, adventure, and clear communication.
Download or read book Objections written by Jeb Blount and published by John Wiley & Sons. This book was released on 2018-06-13 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Download or read book 16 Power Closes written by Tom Hopkins and published by Made For Success Publishing. This book was released on 2015-05-28 with total page 84 pages. Available in PDF, EPUB and Kindle. Book excerpt:
ATTENTION SALES REPS: What's that beautiful sound you hear? Is it the babbling of a clear, cold brook? Is it the laughter of an innocent child? Is it the tender refrain of a meadowlark? No!
It's the sweet sound of "YES" - the sweetest sound in Sales!
Learn how to smoothly create an abundance of closing opportunities and get more Yesses than ever before. The hallmark of every master closer is knowing several ways to close deals. Now you can know just when to act, when to hold back, and exactly when to close. Learning this one simple approach means you'll be able to close more sales in less time - with happier customers every time!
But where do you start?
No one knows the answer to that question better than the legendary Tom Hopkins, who earned more than one million dollars in commissions during the first three years of his Sales career. Over the course of the past 25+ years, he's been teaching others to do the same.
16 Power Closes: How to Hear More of the Sweet Sound of "YES" will show you in crystal-clear detail the exact steps you need to take in every sale. You'll learn not just How but Why, plus how to close with integrity and pride. Discover 16 ways to take any prospect through each step methodically, and get to that sweetest of sounds, the word "YES".
In this timely book, Tom reveals all there is to know about:
- Getting over the Objection Connection
- What to do before closing for more sweet success
- 16 Power Closes for Sales champions - and those who want to be!
Now you can turn any objection into a closing opportunity. Use the winning tactics in this book, and never again fear hearing the word "No" from your prospects. You'll know for all time how to hear more of that sweet sound of "YES".
