Most Popular Books by Tom Hopkins

The author of How To Master the Art of Selling and The Official Guide to Success now offers a comprehensive guide to mastering the sales game. Includes straight talk on why one should--or should not--go into a sales career, managing time, dealing with stress, and more. "A serious sales manual".--Zig Ziglar, from the Foreword.

You''re in sales. Whether you call it persuasion or sharing, it all boils down to the same thing. Your aim is to get other people to accept you, your product or your idea. Within these pages are hundreds of ideas for doing just that. Not only are the ideas here, but the words and phrases that make them work are here as well. Tom Hopkins is unique in that he won''t teach you any strategy that he hasn''t proven to work successfully in real-life selling situations. One single strategy alone has tripled the sales volume of many readers. That''s why the book is recognized as a classic 25+ years after its first printing. This book is written in clear, easy-to-understand language. There''s no hype or theory here, just proven-effective "how-to" strategies to help you increase your sales volume immediately. Need help in a specific area? Check out the detailed index. The answers to nearly every concern or objection are literally at your fingertips. Save yourself the time it took Tom to master the art of selling. It''s all wrapped up in these pages for you.

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.

u003cpu003eIn order to achieve great success in the field of selling, you need product knowledge, people skills, and discipline. Your company provides product knowledge and gives you an idea of who your ideal clients will be. You provide your own discipline to learn the ropes, be well-organized, and treat your clients well. Tom Hopkins teaches you the people skills aspect of selling. u003c/pu003eu003cpu003eTom Hopkins is a master sales trainer, and an authority on the subject of selling. He has authored 18 books on the subjects of selling and success. Nearly three million copies of his books have been purchased and read by those who are serious about their selling careers. Tom has also personally instructed over five million sales pros on five continents through live events.u003c/pu003eu003cpu003eLearn the psychologically-sound fundamentals of a career in selling including: the right words to use; how to get referred leads; where to find new business; the types of questions to ask in order to get the answers you need; and exactly what to say to close sales. This abridged version of Tom’s textbook-size u003ciu003eHow to Master the Art of Sellingu003c/iu003e is an ideal starting point for anyone who is new to sales. It’s a great refresher for a sales veteran, too. The more nuances of selling you are aware of, the more opportunities for success you will create. Learn the most-effective selling strategies of the last 40 years by reading this book.u003c/pu003e

u003cliu003e16 Power Closes for Sales champions - and those who want to be!u003c/liu003eu003c/ulu003eu003cpu003eNow 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".u003c/pu003e

u003cpu003eCareer salesmanship means keeping the mental edge, staying one step ahead of your prospects and customers. It means anticipating their objections and knowing ahead of time what they want from you. u003c/pu003eu003cpu003eThere are 5 specific traps that lead to rejection in sales - every time, no exceptions. Knowing these traps and how to avoid them will give you the mental edge in every selling situation. When you know the step-by-step system, it becomes possible to quickly and easily lead your prospect from skeptic to happy customer who keeps coming back for more. u003c/pu003eu003cpu003eSo the question is, how do you keep your mental edge, consistently avoid rejection, and close more sales? No one knows the answer better than the legendary u003cbu003eTom Hopkinsu003c/bu003e, 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. u003c/pu003eu003cpu003eLearn the specific steps and stages that will give you the mental edge and help you close more sales. It''s the type of sales process that turns ordinary customers into raving fans. u003c/pu003eu003cpu003eIn this book you''ll discover how to: u003c/pu003eu003culu003eu003cliu003eConsistently do what you know you should do to keep your mental edge u003cliu003eLearn to love the word "No"u003cliu003eRedefine problems and turn them into opportunitiesu003cliu003eImmediately connect with any prospectu003cliu003eUnderstand the signals that tell you when a prospect is ready to buyu003cliu003eAccess the hidden desires of others and give them permission to act on their dreamsu003c/ulu003eu003c/liu003eu003cpu003eLet veteran million-dollar sales professional u003cbu003eTom Hopkinsu003c/bu003e teach you how to hone your mental edge in Sales and come out a winner - every time! u003c/pu003e

The fun part of selling yourself, a product or a service is the demonstration or presentation. But the aspect of selling that makes you successful is having the ability to close the sale, get the decision made in your favor, get the check, credit card, purchase order or a signature on an agreement. Closing the sale is where most people balk, feel uncomfortable or even stall. They just can''t bring themselves to ask someone for money -- even when the person will receive incredible benefits in exchange for that money. Even worse, people ask for the sale and when the buyer doesn''t immediately jump at it, they change the subject and stop the sale themselves. Don''t let this happen to you. When done properly, the move into closing the sale is smooth as silk. And when you handle the close as Tom Hopkins teaches you, you''ll walk away with more business than you thought you could ever get. Knowledge builds competence and confidence. Become a more confident (and more successful) salesperson. Get started by reading and implementing the strategies in this book. It''ll be the best return on your money you''ve ever gotten!

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!

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.

Having a well-trained sales team is like having insurance for your advertising dollars. Your marketing efforts capture the attention of buyers. The sales team converts those efforts into closed sales and satisfied clients. They are where the rubber truly meets the road in the auto industry. Implement the six tips in this e-book and watch as the confidence level of your team increases right along with your revenues. A few of the areas covered in this e-book include: • How to plan activities that lead to productivity. • Ways to help potential buyers like you, trust you and listen to your advice in answer to their vehicle needs. • Questions to ask to determine quickly if buyers are qualified or just dreamers. • How to move from the presentation to having closed sales.

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.

Hate prospecting? Wish you could build a business without ever having to do it again? When you master the strategies of prospecting like a pro, you’ll build a pipeline of leads and be happy to make prospecting a part of your everyday business. Doing well with any aspect of business requires a solid understanding of it and a little creativity. What makes people want to buy from you? Is your product something they replace on a regular basis? If so, what’s their cycle and how are you contacting them. Let master sales trainer, Tom Hopkins, show you the way he built his business to being 98% referred leads in three short years. It’s a fact of business that what gets measured gets done. Once you understand which moves to make and how to measure the results of your efforts, prospecting stops being a dreaded chore and becomes another fun aspect of a successful selling career.

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.

The Official Guide to Success is a dynamic success system proven to bring you greater wealth, direction, self-confidence, and fulfillment! This book is packed with Motivation and Inspiration from Tom Hopkins... developed during his record-breaking sales career. Overcome emotional handicaps and break free from the past through Tom''s variety of topics packed with dynamite success secrets! In The Official Guide to Success you will discover: Why it makes more sense to work smarter and not harderHow to use what Tom calls "self-instructions" to gain control over situations in your lifeHow to "find yourself" and win through a special life-planning techniqueStrategies for training your subconscious mind for heavy problem solvingThe three basic steps to wealthPlus much more! Using Tom''s Explosive Success Secrets you will find yourself blasting through roadblocks, re-wiring bad habits, and unleashing your inner genius. After you read this book you will be a different person. You''ll think differently and because of having better, stronger thought processes you''ll act differently. Success. It''s something we all wish for. But for many, success eludes them. For others, it seems to fall into their laps. Are some people just luckier than others? No. Success is by design. And probably the best person you could learn the secrets to success from is a salesperson who once struggled, but figured out the answers for himself. A salesperson''s income, be it big or small, is based on his or her mindset. Daily, the salesperson must enter the lion''s den of business to convince total strangers to exchange their money for goods and services. And daily, the salesperson must overcome his or her fears and the punishing sting of rejection. Winners take all in this field. The most accomplished earn staggering incomes, develop rewarding networks of friends, and live the American dream. This message isn''t about learning how to sell. No it''s about discovering Tom Hopkins'' decades worth of hard-won success secrets to create your ideal life with unlimited opportunities for more fun and advancement!

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.

Your guide to the most up-to-date selling strategies and techniques No matter your skill level, this new edition of Selling For Dummies helps you lay the 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 customers, and so much more. Selling, when done right, is more than a job—it''s an art. With the help of Selling For Dummies, you''ll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. The book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients'' concerns, and closing more sales. Includes expert tips for harnessing the power of the Internet to increase sales Covers the latest selling strategies and techniques in the Digital Age Explains how mastering selling skills can benefit all areas of your life Explores the newest prospecting and qualification strategies If you''re brand new to the sales scene or a seasoned salesperson looking to win more clients and close more sales, Selling For Dummies sets you up for success.

Whether you’re a financial services expert or novice, you understand the business. You’ve worked hard to gain your product knowledge. You watch industry trends. But, do you know how to talk to clients so they’ll listen? The Art of Selling Financial Services depends upon the collaboration of listing and understandably communicating to clients. Learning how to quickly gain the trust of others, get them to like you, take your advice, and become long-term clients is the foundation for every successful business. Tom Hopkins has been training in the financial services industry since 1990 and he has developed methods to help you communicate to your clients and you 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, 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 Tom Hopkins’ methods will teach you how to master the art of selling financial services more effectively and efficiently than ever before!

u003cpu003eCan 17 minutes really change your life? If you''re using u003cbu003eTom Hopkins''u003c/bu003e Sales Presentation formula for success, you''d better believe it! u003c/pu003eu003cpu003eDo you know the most crucial, most overlooked step that you need to take before setting up any presentation? If you''re making the same mistake that most salespeople do, learning this one technique alone could double your sales. u003c/pu003eu003cpu003eNo one knows this secret sales solution better than the legendary u003cbu003eTom Hopkinsu003c/bu003e, 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. Using Tom''s selling secrets just might turn your life around from defeat to success. Learn the formula for successful sales presentations from one of the highest paid salesmen in America. u003c/pu003eu003cpu003eInside these pages you''ll discover the key to unlock:u003culu003eu003cliu003eThe Secrets of Buying - This is not a spectator sport!u003cliu003eHow to put champion power in your presentationsu003cliu003eWays to finesse that first meeting every timeu003cliu003eTactics to qualify your prospects for ultimate quota-bustingu003c/ulu003eu003cpu003eThe formula contained inside u003ciu003eYour Sales Presentation: 17-Minute Formula for Successu003c/iu003e reveals Tom''s personal principles that he developed and perfected through his own experiences in sales. No matter what you sell, your presentations will be more profitable and more valuable to your company using these exact steps. Best of all, you will be a boon to your customers when you use and apply the formula for success. The real question is, can you afford not to make the most out of your 17 minutes? u003c/pu003eu003cpu003eu003ciu003eYour Sales Presentation: 17-Minute Formula for Successu003c/iu003e is a step-by-step sales presentation system to take you from Zero to Hero in 17 minutes! Each chapter includes precise techniques that will help you master each step in your sales presentation, no matter what you''re selling.u003c/pu003e

Have you ever wondered why it’s so easy to talk with some people and not with others? It’s simple—you speak the same language! This doesn’t mean that you both speak English or have a similar dialect. It means that you connect with them on some level. In selling, building trusting relationships is all about understanding people who are different from you and being flexible enough in your communication skills to relate to them. This is a learned skill! In The Language of Sales, veteran sales professionals Tom Hopkins and Andrew Eilers teach you the nuances of how to effectively and powerfully communicate with buyers, associates, and loved ones to build long-term relationships. • Make the most of communication with the proper vocabulary • Improve relationships through the written word • Read (and speak) between the lines with body language skills • Use the language of sales to overcome objections and close more sales • Self-motivate with powerful internal communication If you’re dedicated to a lifelong career in the wonderful world of selling, why not master the skills to make it your dream job? What could be better than helping more client benefit from your products and services through more powerful communication skills?

Studies show that about 90% of all small businesses fold in five years. All too often, business owners focus too heavily on products, facilities, and everything but the sales and marketing process. Yet, your ability to advertise, generate leads and close a high ratio of those leads is the engine that drives growth. Ten thousand companies rely on Tom Hopkins to teach them how to avoid sales and marketing mistakes and how to explode profits and create exponential growth. Now you can get in on the action too! In Tom’s eBook, titled 10 Biggest Sales and Marketing Mistakes, you can forgo years of trial and error, and chart your way towards meteoric success starting immediately!

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

Prospecting – finding and qualifying prospective clients – is the first step in the selling proposition. It can also be the most daunting. The first big hurdle is knowing where to look for opportunities and recognizing them when they present themselves. Then there’s the fear of rejection that makes it so hard to approach strangers and talk to them persuasively about the product or service you represent. The good salesperson recognizes these challenges and finds ways to cope with them. The great salesperson, according to sales legend Tom Hopkins, turns them to her advantage and uses them to supercharge her selling and sell, sell, sell. Whether you’re a newcomer to sales or a seasoned pro, Sales Prospecting For Dummies is your survival guide for generating new leads. Tom Hopkins helps you gain a solid perspective on what prospecting is and shares simple, yet powerful ways to build a prosperous selling career by meeting and getting to know the right people. You’ll find out how t o: Build an appealing image Polish your phone skills Tap business contacts for leads Prospect your customer list Use the power of the Internet Get the biggest bang for your advertising buck Here’s a gold mine of tried-and-true techniques and strategies for finding and keeping clients from America’s number one sales trainer. You’ll discover how to set your goals, plan your time, and multiply your leads by: Obtaining valuable free information from newspapers, magazines and specialized journals, radio and television, the Internet, and more Developing a network of friends and associates; and mining it for all it’s worth Speaking so others will listen and maximizing every meeting with every person Techniques for getting satisfied customers to become an endless source of new referrals Building your image to the point where prospects seek you out Handling failure and rejection, keeping a positive attitude, and staying motivated A concise, yet comprehensive guide to getting and maintaining a salesperson’s most vital lifeline – new prospects – Sales Prospecting For Dummies is an indispensable tool of the trade for rookies and veteran salespeople alike.

u003cpu003eA typical Sales Associate job description is all about getting results - with very few hints about how to get them! As a new Sales Associate, the job of mastering the art of selling involves much more than simply answering to the description and showing up for work. There is a step-by-step recipe for sales success, and applying it takes both skill and finesse.u003c/pu003eu003cpu003eSo the questions is, how do you start? No one knows the answer better than the legendary u003cbu003eTom Hopkinsu003c/bu003e, 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. u003c/pu003eu003culu003eu003cliu003eLearn the 12 Sources of Sensational Selling Success.u003cliu003eDiscover the right questions to ask for stellar closing results. u003cliu003eUse the simple hidden trick to creating the optimal selling climate.u003c/ulu003eu003c/liu003eu003cpu003eIn clear, easy-to-understand language, Tom will guide you through the process of becoming a master of sales. Get this book and launch your career as a Sales Associate today! u003c/pu003e

Get the know-how to close a deal and make your quota—in a day! Closing a Sale In A Day For Dummies outlines the anatomy of a sales closing, offers strategies for asking the right questions, and gives you invaluable tips for overcoming tough customers. The anatomy of a close Questioning and listening strategies No frills closing techniques Overcoming tough customers This e-book also links to an online component at dummies.com that extends the topic into step-by-step tutorials and other "beyond the book" content.

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.

In sales, filling a sales pipeline with qualified leads is the magic behind predictable income and massive commission checks. In Fill Your Funnel, get step-by-step instructions on using social media platforms like Facebook, Instagram, LinkedIn, and Twitter to generate qualified leads and fill your sales funnel. Learn what experts Tom Hopkins and Dan Portik know about social media strategies to generate leads. This book contains social media posts and email templates from successful campaigns to show you how to set up an effective social media campaign that drives conversions. If you''re striving to become successful in sales, this book contains the resources you are seeking. Learn how to: create an attractive online presence for professionals,navigate the differences between Instagram and LinkedIn,build social media profiles for salespeople,effectively prospect in LinkedIn Groups,send posts at the most opportune times,format a video post, andcreate social media follow-up templates. Social media selling doesn''t need to be hard, if you know the system. By following the system in Fill Your Funnel, you will be set up for an amazing year.

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.

u003cpu003eATTENTION 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! u003c/pu003eu003cpu003eIt''s the sweet sound of "YES" - the sweetest sound in Sales! u003c/pu003eu003cpu003eLearn 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! u003c/pu003eu003cpu003eBut where do you start? u003c/pu003eu003cpu003eNo 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. u003c/pu003eu003cpu003eu003ciu003e16 Power Closes: How to Hear More of the Sweet Sound of "YES"u003c/iu003e 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".u003c/pu003eu003cpu003eIn this timely book, Tom reveals all there is to know about: u003c/pu003eu003culu003eu003cliu003eGetting over the Objection Connectionu003c/liu003eu003cliu003eWhat to do before closing for more sweet successu003c/liu003eu003cliu003e16 Power Closes for Sales champions - and those who want to be!u003c/liu003eu003c/ulu003eu003cpu003eNow 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".u003c/pu003e

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.

u003cpu003eGot a quota? If you''re in sales, the answer had better be a resounding "Yes!" Real success comes from reaching beyond what others expect from you - you''ll miss 100% of the shots you don''t take. More than any other profession, being in sales means you need to know what you''re aiming for in order to be successful. How do you perfect your prospecting skills and make it fun and profitable? u003c/pu003eu003cpu003eNo one knows the answer to that question better than the legendary u003cbu003eTom Hopkinsu003c/bu003e, 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. u003c/pu003eu003cpu003eThere are four precise categories that every prospect falls into. Do you know who can use for your product or service? Do you know which ones can afford it? Ignore these key points, and you will struggle. Use them correctly, and you can write your own ticket to close limitless sales - and have fun in the process! u003c/pu003eu003cpu003eIn sales, time is your most valuable commodity, and wasting it is a very expensive lesson. u003ciu003eQuota-Busting Prospecting Skills: Strategies to Make Prospecting Fun & Profitableu003c/iu003e teaches you just how to make the most of your time with a smile. Discover which prospects are qualified before you even approach them, and stack the deck in your favor. In this program, you''ll learn the secrets to: u003c/pu003eu003culu003eu003cliu003eFinding the people to sell tou003cliu003eLearning the nuances of Non-Referral prospecting u003cliu003eGetting others to refer their friends to youu003cliu003eFinding fortune and felicity with the phoneu003c/ulu003eu003c/liu003eu003cpu003eUsing Tom''s timeless techniques, you can keep your pipeline full and bust all your quotas. Now you can build a strong, loyal customer base that promises both fun and fortune! u003c/pu003e

"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

“Start and build a high-profit business, choose exactly the right product for you, outsell your competition, and put yourself onto the road to riches” (Brian Tracy, New York Times–bestselling author). The Smart Start Up helps readers start strong and stay strong in the early phases of growing their businesses, providing fundamental strategies for beating the odds. With this information, entrepreneurs will be able to reach the success level of their dreams—whether that’s to create a legacy for generations or to follow the build-and-sell-it road to success. Within these pages, Tom Hopkins and Omar Periu delve deeply into the nuances of business ownership both on the practical and emotional side of things. They will help readers avoid some of the most common pitfalls entrepreneurs face. Readers will learn how to establish a compass they and the rest of their teams can rely on to guide business decisions going forward. Topics covered include: self-analysis as an entrepreneur; how to evaluate a business idea; how to choose the best structure for a business, including working with legal and accounting professionals; business communication skills; hiring and managing team members; prioritization; selling skills; marketing strategies; negotiation skills; and how to keep clients happy long term. “Own this book and you’ll have the opportunity to be guided to your own success by two of the best and proven teachers in the business.” —Bob Burg, bestselling coauthor of The Go-Giver and The Go-Giver Influencer “Inside the pages of this masterpiece, you’ll get the formula for success that gives you the winning edge in the hyper-competitive marketplace.” —Jeb Blount, CEO of Sales Gravy and author of Fanatical Prospecting

Offers advice on achieving a successful sales career and includes information on interviewing, job changing, office problems, time management, lifestyle, and reducing stress.