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Title: Tom Hopkins' Low Profile Selling by Tom Hopkins, Tom Murphy, Judy Slack ISBN: 0-938636-29-4 Publisher: Champion Pr Pub. Date: 01 April, 1994 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 4.71 (7 reviews)
Rating: 5
Summary: Worth Reading If You Sell For A Living
Comment: I enjoyed reading this book. Tom has a great way of presenting his material in a way that is easy to remember. I use and have shared with other salespeople the qualifying system that he outlines in this book and found it to very effective in getting the imformation needed to move the customer toward owning my product.
The author is an astute student of the language of selling and has some good closing techniques that help refocus the customer on making the decision to buy. In short, I have made money and helped my customers make good decisions using the techniques I learned from this book. It is worth your time to read.
Rating: 3
Summary: Helpful Update of "How to Master the Art of Selling"
Comment: Tom Hopkins's book, How to Master the Art of Selling, is the Bible for many sales people. In that book, he outlines the 7 steps for selling: prospecting, originating contact, qualification, presentation or demonstration, handling objections, closing, and getting referrals.
In Low Profile Selling, he builds on that book by focusing attention on the 4 areas that make the most positive difference in creating a higher income (originating contact, qualification, handling objections, and closing). His message is that the emotional tone you set in these four areas makes all of the difference. "Act like a lamb. Sell like a lion."
These observations are based on the distaste that many customers have for the usual strong-arm tactics that many salespeople use. Mr. Hopkins encourages you to use questions to do your work for you, and provides many scripts and examples of how to do this. Although I think he is on the right track conceptually, I found the material here clearly inferior to the newer book, Socratic Selling, both in terms of explaining the need for questions and in the tone of the scripts. I found the material here to still feel manipulative to me as a potential customer.
In chapter three, he encourages you to build rapport. Again, this is the right concept, but the execution is clearly inferior again to any of the many good books on Neuro-Linguistic Programming. Consider "How To Make People Like You in 90 Seconds or Less" as a much better resource in this area.
I graded the book down two stars for its obvious weaknesses in explaining the details in these two critical areas. Basically, I think Mr. Hopkins needs to update this book to expand and improve these two sections.
Should you read this book? Yes, I think so. It will give you a good overview on the importance of connecting emotionally with the other person. Chapter 6 is excellent on the importance of the words you use to make the person you are talking to comfortable or uncomfortable. The goal setting work in chapter 10 will also be very helpful to you (although it would have worked better at the beginning of the book). I do suggest that you also read his earlier book and the two new ones I cited above that he did not write if you want to make the most improvement.
After you have finished reading and applying the four books discussed above, I suggest that you also spend some time sharing these principles with someone you care about who is also involved in sales. You will improve much more by teaching this material to someone else than by just focusing on applying it yourself.
Exceed all your goals quickly!
Rating: 5
Summary: Low Profile Selling
Comment: Nobody, but nobody, understands the nuts and bolts of selling like Tom. If I were stranded in middle America trying to make a living in sales with only one book in my car this is the one! A must read for any new sales person or a great refresher for any vet!
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Title: How to Master the Art of Selling by Tom Hopkins ISBN: 0446386367 Publisher: Warner Books Pub. Date: 20 October, 1988 List Price(USD): $14.99 |
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Title: Tom Hopkins Audio Sales Collection by Tom Hopkins, Hopkins Tom ISBN: 006051471X Publisher: HarperAudio Pub. Date: 01 September, 2002 List Price(USD): $14.95 |
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Title: Sales Closing for Dummies by Tom Hopkins ISBN: 0764550632 Publisher: For Dummies Pub. Date: 07 April, 1998 List Price(USD): $16.99 |
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Title: Sales Prospecting for Dummies by Tom Hopkins ISBN: 0764550667 Publisher: For Dummies Pub. Date: 03 April, 1998 List Price(USD): $16.99 |
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Title: Zig Ziglar's Secrets of Closing the Sale by Zig Ziglar ISBN: 0425081028 Publisher: Berkley Pub Group Pub. Date: September, 1985 List Price(USD): $15.00 |
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