New Releases by Tom Hopkins

Communiquer, négocier, séduire, convaincre... et vendre avec succès ! Pour connaître toutes les ficelles du métier et devenir un as de la vente, apprenez grâce à cet ouvrage comment vous en sortir dans toutes les situations, maîtriser toutes les techniques de vente et développer des qualités indispensables, comme l''art de la persuasion. Découvrez également ce qu''Internet et les réseaux sociaux peuvent apporter à votre commerce. Et, puisque dans toutes les situations de la vie quotidienne il est nécessaire de négocier, convaincre et persuader, acquérir la maîtrise de la vente vous aidera peut-être aussi à améliorer vos relations personnelles... Découvrez comment : Identifier vos clients potentiels Obtenir un rendez-vous et faire bonne impression Évaluer les besoins de vos prospects Réfuter les objections Conclure une vente et fidéliser vos clients Gagner en efficacité grâce aux réseaux sociaux et CRM Faites dire " J''achète ! " à tous les coups !

“Don''t be fooled by the title, this book goes far beyond the selling process. I highly recommend this book to anyone interested in improving communication skills for any reason, personal or professional.” —Tom Ziglar, author of Choose to Win and proud son of Zig Ziglar 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. Learn to: 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 create the career of your dreams? What could be better than helping people benefit from the products and services you offer through more powerful communication?

As técnicas de venda de Tom Hopkins, mentor de novos vendedores conhecido em todo o mundo. Com o mercado cada dia mais competitivo e exigente, é necessário modernizar e reinventar o exercício das profissões. Os vendedores, em especial, precisam mais do que nunca apresentar um diferencial para sobreviver e se destacar em meio à grande quantidade de colegas de trabalho e concorrentes. Tom Hopkins destaca as técnicas que o levaram ao sucesso em vendas e que auxiliam seus alunos na busca de alta renda com a profissão. Em Como ser um grande vendedor, você encontra um caminho bem assertivo para o sucesso na área de vendas e comércio varejista, com histórias bem-sucedidas de pessoas que seguiram esses passos.

Verkaufen ist Kampf, verkaufen ist Kunst und gemeinhin wird es unterschätzt. Ein guter Verkäufer braucht Strategie, Leidenschaft und das richtige Handwerkszeug. Die Leidenschaft müssen Sie schon selbst aufbringen, aber Strategie und Handwerkszeug finden Sie in »Erfolgreich Verkaufen für Dummies«. Tom Hopkins ist als Verkäufer zum Multimillionär geworden und lüftet für Sie nun die Geheimnisse seines Erfolgs. Er erklärt Ihnen, wie Sie Termine setzen, sich richtig präsentieren, was Sie über Ihr Produkt wissen müssen, wie Sie Bedenken zerstreuen und zu guter Letzt den Abschluss tätigen. Ist das alles? Noch lange nicht, er verrät Ihnen auch, warum Sie nicht zu viel über Ihr Produkt verraten sollten ...

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.

Produits, services ou idées : comment faire dire "Oui j''achète !" à vos clients ? 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. À 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.

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!

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

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

A crise está aí. Sua equipe de vendas está preparada? Tempos difíceis podem ser provocados por diversos fatores: crises econômicas, intempéries climáticas, mudanças nas necessidades dos clientes, uma tragédia nacional – a lista pode ser ampla. Esses fatores são prejudiciais e até paralisantes se não estivermos preparados. Enquanto muitos não vislumbram outra opção senão "manter-se firme" e "arrumar o que for possível", os verdadeiros profissionais de vendas compreendem que a única maneira de lidar com a adversidade é enfrentá-la. Os ciclos vêm e vão, mas os princípios das vendas bem-sucedidas permanecem sólidos, independentemente do ramo de negócios. Tom Hopkins, especialista em vendas de renome mundial, compartilha sua experiência concreta por meio de um plano para reverter a dinâmica dos tempos de crise. Aqueles que adotam sua estratégia não apenas sobrevivem, mas prosperam, até mesmo nas circunstâncias menos favoráveis.

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.

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

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

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.

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!

The most powerful desire of human beings is the desire to be comfortable. Other strong desires include security, achievement, recognition, money, and love but they all boil down to the fact that people want comfort more than anything else. When discussing your network marketing or direct selling opportunity with people, your number one objective should be to determine what their current comfort level is with their jobs and their lives in general. Once you know what they really want out of life, you can show them how your business opportunity will help them achieve that life-style.

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.

Traditional Chinese edition of HOW TO MASTER THE ART OF SELLING. The author is the founder of Tom Hopkins International, Inc., a consulting company that trains and inspires salespeople. In Traditional Chinese. Distributed by Tsai Fong Books, Inc.

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.

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

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.

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.

Persuading other people to say "yes" is an essential skill in life-whether you''re selling a product, an idea, or yourself. Packed with tried-and-true tips and real-life examples, this revised edition walks you step by step through the fundamentals of successful selling, with an emphasis on the Internet. So take this valuable guide and close the deal! Discover how to: Use the art of selling to get what you want Create winning presentations Hone your people skills Boost sales by building relationships Handle rejections

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.

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.

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