New Releases by Tom Hopkins

Your hands-on guide to the most up-to-date selling strategies and techniques 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? No matter your level of skill, this guide will help you lay a foundation for sales success, with the latest information on how to research your prospects, break down the steps of the sales process, follow up with happy customers, and much more. The wonderful world of selling — discover what selling is (and isn''t) and find out how mastering selling skills can benefit all areas of your life Stand out from the crowd — find out how knowing your clients sets you apart from average persuaders and helps you hear more yeses Scale the steps to success — discover the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales,and more If you build it, they will come — take your career to the next level with valuable tips on how to stay in touch with clients, harness the power of the Internet to make more sales, manage your time wisely, and partner with others Open the book and find: Tips for approaching selling with passion and a positive attitude The latest prospecting and qualification strategies Top techniques for sales presentations Helpful hints on handling client concerns Guidance on getting referrals The scoop on using the latest technology to your advantage Information on establishing goals and planning your time efficiently Advice on staying upbeat when you don''t succeed Learn to: Be truly well-prepared for every selling situation you encounter or create Close sales in seven steps or less Take advantage of the latest technology during the selling process Set and achieve sales goals to grow your business

After failing during the first six months of his career in sales, Tom Hopkins discovered and applied the very best sales techniques, then earned more than one million dollars in just three years ... Tom explains to readers what the profession of selling is really about and how to succeed beyond their imagination!

The interviews found in this book are conducted by David Wright, President of ISN Works and Insight Publishing You might not have heard the term “bushido” before. The American Heritage Dictionary defines it as: “the traditional code of the Japanese samurai, stressing honor, self-discipline, bravery, and simple living.” I heard the term and thought that these principles are very applicable to achieving success in business as well as in life. I wanted to find people who exemplify and practice the concepts of the bushido code and in this book, I think you will see that I achieved my goal. If we conduct our lives and our businesses from bushido we will achieve the kind of success that is sought by most and achieved by few. I asked probing questions including: How does bushido apply to your business? What is your most important bushido business message? Some define bushido as “way of the warrior,” how do you grow your business as a warrior? If I came to you and said I want to become an outstanding leader, where would you start? These and many other questions brought interesting, thoughtful, and sometimes surprising answers. The concepts in this book are worth investigating. I think you will find these authors present a new dimension and a fresh insight to the meaning of success and how to achieve it—all based on bushido principles.

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.

Praktische adviezen voor het succesvol verkopen van producten en diensten en de communicatieve vaardigheden die daarvoor nodig zijn.

Los tiempos difíciles pueden deberse a numerosos factores, pero suelen acarrear cambios disruptivos, paralizando a quienes no están preparados para ellos. Ante estas circunstancias, los verdaderos profesionales saben que la forma de lidiar con la adversidad es enfrentándola. Por eso una actitud positiva para a solucionar los problemas, es una ingrediente esencial para tener éxito en la venta. En este libro, el autor describe su experiencia en el mundo real y comparte su plan para revertir la inercia de los tiempos difíciles. Con ejercicios que ayudarán al lector a descubrir oportunidades no contempladas previamente y formas novedosas de conseguir nuevos clientes.

Verkï¿1⁄2ufer gibt es viele. Aber nur wenige Verkï¿1⁄2ufer wissen mit den Hindernissen auf dem Weg zum Geschï¿1⁄2ftsabschluss umzugehen. Mit diesem Buch bekommen Sie die wichtigsten Informationen ï¿1⁄2ber das Verkaufen kompakt und leicht verstï¿1⁄2ndlich an die Hand, um alle Klippen auf dem Weg dorthin zu umschiffen. Tom Hopkins zeigt Ihnen, wie Sie beim Verkaufsgesprï¿1⁄2ch professionell auftreten und das Vertrauen der Kunden gewinnen. Sie erfahren, wie Sie Kunden richtig einschï¿1⁄2tzen, Ihr Produkt erfolgreich prï¿1⁄2sentieren und Ihr Talent als Verkï¿1⁄2ufer aus sich herauskitzeln, um Kundenbedenken zu zerstreuen und schlieï¿1⁄2lich zum Abschluss zu kommen. Packen Sie es an und werden Sie mit ein paar Tipps und Tricks zum Meisterverkï¿1⁄2ufer!

This special edition of Private Foundation Law Made Easy is brought to you by The National Christian Foundation (NCF). As one of America''s leading strategic partners for private foundations, NCF offers resources, charitable giving expertise, and innovative solutions to help families make the most of their philanthropy. We have helped hundreds of foundation leaders navigate the complex legal landscape of private foundations so they can accomplish their true mission-giving to change the world. Since 1982, The National Christian Foundation and our nationwide network of Local Christian Foundation Affiliates has granted more than $2 billion to over 15,000 nonprofits by serving the charitable giving needs of individuals, families, private foundations, churches, ministries, and professional advisors. NCF would like to thank author, Bruce Hopkins, for the opportunity to sponsor this special edition of Private Foundation Law Made Easy. This book has been a valuable resource, and we are proud to offer it now as a key tool in our ongoing work with private foundations.

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.

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.

"If you are a salesperson, you will find yourself in this book. Treat it like your road map to success and you will be a professional salesperson." - Willis Turner, CSE President, Sales and Marketing Executives International, Inc. "This action-oriented book covers the best practices of top sales performers in all critical areas. The lessons are easy to learn and they will help you forge more rewarding customer relationships, a higher income, and a richer career satisfaction. A must-read for any salesperson who wants to improve and reach the next level of success." - Gerhard Gschwandtner, founder and Publisher, Selling Power magazine "As a professor teaching MBA students for twenty years, I encourage everyone in management to make this required reading for their sales teams." - Dr. Michael Russell, Chairman of the Marketing Dept., St. Bonaventure University "Each page is full of ideas for instant sales and commissions!" - Anthony Parinello, author of Secrets of VITO: Think and Sell Like a CEO

If you are like most people, you may find ti hard to digest and implement the lessons of a dozen books from a dozen unique authors. Wouldn''t it be great to simply sit down and chat with a group of leaders who have proven that anyone can overcome life''s obstacles and to hear the simple, unadulterated truths behind their life lessons. Now you canMission Possible! should be required reading for anyone wanting to grow and succeed. Regardless of whick life area you are trying to impact, these twelve personalites offer hope, encouragement, and practical advice that really works! You will feel as if they are all talking right to you, giving you a leg up on the competition and a pat on the back to help you succeed.

Pour connaître toutes les ficelles du métier, et devenir un jour, vous aussi, un as de la vente, cet ouvrage vous donne toutes les clés qui vous guideront, néophyte ou professionnel, vers le succès. A travers de nombreux exemples concrets et conseils pratiques, vous apprendrez comment : vous en sortir dans toutes les situations ; maîtriser toutes les techniques de vente ; développer des qualités indispensables, comme l''art de la persuasion. Et puisque négocier, convaincre, persuader... (en d''autres termes : vendre ses idées) s''appliquent à toutes les situations de la vie quotidienne, acquérir la maîtrise de la vente vous permettra également d''améliorer vos relations interpersonnelles pour atteindre, peut-être, plus de bonheur et de satisfaction.

Without the close, there is no sale. Pretty obvious, right? Yet, for many salespeople, closing is the most baffling and elusive part of the selling process. All too often, salespeople meet qualified clients and charm them with an eloquent presentation, only to see the sale mysteriously slip from between their fingers in the end. Which is sad when you consider all the hard work – the prospecting, preparation, planning, and practice – done for the sake of a moment of truth that never arrives. Fortunately, closing is an art that can be mastered, and now Sales Closing For Dummies shows you how. Packed with powerful principles that can help you become a top-producing salesperson, Sales Closing For Dummies is the ultimate guide to mastering that most mysterious part of the selling equation. Tom Hopkins, the legendary sales genius who, by age 30 was the nation’s leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to: Lead a sale without being pushy Read the signs of an interested potential buyer Use questioning methods that close sales, time and again Help clients feel good about their buying decisions Keep your clients’ business and build their loyalty Build long-term relationships and watch your sales grow With the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on: Verbal and visual buying cues and how to recognize them Choosing the best location for closing Addressing concerns and creating a sense of urgency Time-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and more The ten biggest closing mistakes and how to avoid them Add-on selling and other ways of getting your clients to help you to build your business Featuring Tom’s Hopkins’ trademark “Red Flag” key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques you’ll need to become a world-class closer.