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 !

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.

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 fears Ask the right questions to get clients talking about their needs Implement client feedback so that you can provide your best service Increase your sales ratios with closing strategies that make sense to your clients Grow 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

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

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.

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.

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!

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.

"Tu guía práctica para descubrir las últimas estrategias y técnicas de venta"--Back cover.

Victory is the mirror-image of goal attainment. The tougher it is to attain our goal, the greater the feeling of success when we do. Achievers wish to accomplish, and this book can serve as a roadmap or GPS to move you in this direction. Our CelebrityExperts(r) in this book are among those who have attained success in their life-careers and are willing to share their process and knowledge with you. You will note the direction they take and the obstacles they overcame to accomplish the desired result. They have varied backgrounds that span the charts from sales to financial planning to energy consulting. The components in common that these CelebrityExperts(r) display are the basic tenets of success or VICTORY - including discipline, planning and perseverance. The one item that ties them all together is their ability to spread their ideas to their audience/clients. In the same way that the best unboxed mousetrap never caught a mouse, the best ideas unreleased remain ideas. So, allow these CelebrityExperts(r) to guide, coach and encourage you to attain that VICTORY you dream about and de

Do you dream of winning? Are you In It To Win It? There is an old saying that states: "To the victor go the spoils." This saying originated from wars fought in ancient days - and meant that the victor got all the goodies! In today's competitive society, our desires and intentions are to be the best at what we do to win the prize - tangible or intangible. In fact, even the US Army used the slogan "Be all that you can be" as a motivator for recruits to join and excel. Tom Hopkins, Author of "How To Master The Art Of Selling" states that if you're going to do anything-small or large-why not do it to the best of your ability? Being the 'best' connotes drive, perseverance, leadership, success - factors that are valued by our culture, by which we are judged, and which make us feel good. Where does this take us? Well, we all want to be successful in our endeavors. The Celebrity Expert authors in this book have earned 'Blue Ribbons' in their respective fields of endeavor. They have succeeded in attaining their goals. Are you aspiring to be the best in your field? Are you planning to succeed? These Celebrity Experts have blazed a trail that will show you the way and make it easier for you to succeed. They will show you how to avoid the pitfalls they encountered and, if you take advantage of their experiences, they will coach you to attain your desired goals. Experience suggests that readers of this book will be... "In It To Win It."

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.

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.

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