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Title: Sell It Today, Sell It Now by Tom Hopkins, Pat Leiby ISBN: 0-938636-50-2 Publisher: Champion Pr Pub. Date: 08 August, 2001 Format: Hardcover List Price(USD): $29.95 |
Average Customer Rating: 4 (3 reviews)
Rating: 2
Summary: DISAPPOINTING
Comment: Another book from sales trainer Tom Hopkins, co-written with Pat Leiby. A nicely presented and easy to read text, warm, humourous and straight-forward to understand. Full of analogies and metaphors, good illustrations to go with them, lively reading throughout and well written. So why "disappointing"? I'll explain why. I have most of Tom's publications and tapes, and always like to obtain his new releases. I tried hard to obtain this book here in the UK but no-one had heard of it and so could not be ordered. Then I visited Amazon.com and discovered it was available via them. I purchased it and eagerly awaited its arrival (thanks Amazon for the speedy shipping even though it was at your standard rate. First Class service - Great!!). The book arrived and I keenly and enthusiastically jumped straight into it, dying to read the text to discover new techniques and ideas (descriptions of new ideas and techniques are mentioned in the text of the back-cover, inside-cover and preface). Oh-oh!! Not new ideas, techniques and skills. The material is repackaged from earlier publications by Tom Hopkins and was being used by myself and other salespersons back in the 80's to present day. In fact there are a number of more up-to-date techniques being employed. So what's going on then. Well, a lot of the material as I have already stated is repackaged from earlier works and also other sources. Some of the information comes from the field of NLP (widely used today) Most NLP techniques are just content-filled rhetoric (not really having the effects they claim, although some do - just sort the sensible claims and teachings from the silly). The social chart on different personality-types devised by Merrill and Reid are widely used by most today. Infact, the social chart of personality types has been used for quite some time (definitely 80's at least). For the sake of brevity, there are a lot of other books about sales training written by well-know authors and at less than half the price of this book that will give you just as much info if not more. I'm sure if you visit your local second-hand bookstore you'll be able to purchase one for coppers and that would contain similar content. If you don't have any previous books by Tom then go-ahead and purchase it, but if you have then most of the material in this book has been covered before. In short, don't waste your money on this book. I have been in sales most of my career and know what works and does not. The problem with the information in Tom's book is that a lot of the techniques described are already known by the buying public and business people alike (via consumer group authorities, publications, weekly publications, consumker guides, experience, etc.) They are aware of them (people are more educated today) and the more experienced can even "toy" with you during a sales presentation if you aren't careful how you use the techniques. Apart from reflexive, subconscious resistance, there is also conscious resistance, and this can be additionally due to awareness of certain selling techniques. I'm not saying these techniques don't work, they do, but have to be used discriminantly. There are newer skills available and a good search through the latest sales trainers will reveal them. I have a great respect for Tom Hopkins. His original book "How to Master the Art of Selling" was light years ahead of its time when first published. Tom is still one of the best sales trainers around and I'm sure he will continue to be so. His works are always lively, humourous, innovative, original and fresh. He is at the forefront of new skills and techniques. So come on Tom, next time be more original and inventive of new techniques. You can do it!
Rating: 5
Summary: It helped me see the big picture
Comment: Sales is not my talent, and I don't want to come across like a smarmy used car salesman. I know my product is worthwhile, but how do I get the customer to hear me out? Instead of gimmicky one-liners that the customer "should" fall for, Tom Hopkins shows the 10 steps to reducing fear and resistance, then the 10 steps to building trust and the need to buy. All the steps must work together to be effective.
Rating: 5
Summary: Excellent Book!
Comment: What a fantastic way to approach low-pressure selling! This book truly helps you understand how to build trust with your potential clients and help them to own a product you know will be good for them. This one book changed my whole perspective on selling. I would recommend it to any person in the sales field, or to anyone thinking about entering the sales world. It's worth every penny and you won't be disappointed!
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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: Vacation Ownership Sales Training : The One-on-One Successful Training Guide for the First Year of Timeshare Sales by Rita M. Bruegger ISBN: 0595195431 Publisher: Writer's Showcase Press Pub. Date: 21 August, 2001 List Price(USD): $17.95 |
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