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Tom Hopkins
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How to Master the Art of Selling Paperback – May 20, 2005

by Tom Hopkins (Author)
4.7 4.7 out of 5 stars 1,111 ratings
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Purchase options and add-ons
After he learned the world's best sales techniques, Tom Hopkins applied his new skills and earned more than one million dollars in just three years.

Now, in this fully updated and revised edition of the million copy seller, Hopkins shows how you can succeed in the profession of selling. Learn:
  • How to create the perfect selling climate
  • Specific questions and tie-downs
  • Referral and non referral prospecting
  • How to "sell" the most important people you know
  • Effective phone techniques
  • How to finesse the first meeting
  • How to handle objections and what to do when you hear the word "no"
  • How to test different closes and master sixteen powerful closes
  • How to plan for greatest selling impact
  • And he shows you how his great selling techniques can be yours!
Previous page
  1. Print length
    416 pages
  2. Language
    English
  3. Publisher
    Business Plus
  4. Publication date
    May 20, 2005
  5. Dimensions
    5.25 x 1.25 x 8 inches
  6. ISBN-10
    0446692743
  7. ISBN-13
    978-0446692748
  8. See all details
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Editorial Reviews

Review

"What Hopkins sets out to do is motive... He succeeds... One of the most useful books on selling."―Small Business News

About the Author

In 1976, Tom founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople through the world utilize his professional sales training materials.

Product details

  • Publisher ‏ : ‎ Business Plus; Rev Upd edition (May 20, 2005)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 416 pages
  • ISBN-10 ‏ : ‎ 0446692743
  • ISBN-13 ‏ : ‎ 978-0446692748
  • Item Weight ‏ : ‎ 12.5 ounces
  • Dimensions ‏ : ‎ 5.25 x 1.25 x 8 inches
  • Customer Reviews:
    4.7 4.7 out of 5 stars 1,111 ratings

About the author

Follow authors to get new release updates, plus improved recommendations.
Tom Hopkins

Tom Hopkins
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Tom Hopkins is world-renowned as The Builder of Sales Champions. His proven-effective sales strategies have helped millions of sales professionals and business owners in industries to serve more clients, make more sales and earn millions in income.

Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that within 7 years made him the #1 real estate agent in the US.

Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, audios, videos and online training. Many of his online courses have been approved for continuing education credits in the financial services arena through http://www.tomhopkins.com/xtracredits. Millions have turned their cars into classrooms, listening to Tom's advice on the way to appointments with potential new clients.

His client list includes the likes of AFLAC, 24 Hour Fitness, Best Buy, State Farm Insurance, Kavo, Eli Lilly, REMAX, Primerica, and many others for whom he has customized sales training courses. Tom still takes to the public stage for training, offering two of his 2-day Sales Academies annually, as well as touring in Europe and Asia.

He has authored 19 books including: How to Master the Art of Selling, Selling for Dummies, When Buyers Say No and FILL YOUR FUNNEL - Prospecting with Social Media. Tom is currently developing a strategy book for entrepreneurs set to release in early 2018. For more information about Tom Hopkins visit his website http://www.tomhopkins.com/hire-tom.html

Customer reviews

4.7 out of 5 stars
4.7 out of 5
1,111 global ratings
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Top reviews from the United States

Jay
5.0 out of 5 stars Specificity. Anecdotes. Exercises.
Reviewed in the United States on July 25, 2019
Verified Purchase
My favorite thing about Tom Hopkins' How to Master the Art of Selling is how specific it is. Many self-improvement books (especially in sales) are extraordinarily vague, general and cliche. While they may put you in a desired frame of mind or remind you of important truths, they fail at actually arousing change because of lack of specificity.

Down to the exact wording and tone of the scripts, Hopkins is meticulously specific and thorough. Further, he explains why his scripts or ideas work with memorable examples. For example, when discussing buy-in (getting the customer to agree to small things), Hopkins lays out a series of hook phrases such as "isn't it?" and "doesn't that?", then gives us examples of salesmen using the phrase, as well as using it in his own writing to show how it can be overused. In fact, he goes the extra mile and includes an exercise to further commit this technique to memory.

Explanations, anecdotes and exercises such as that are important because they transform Hopkins' techniques from abstract concepts into tools committed to memory, tools which he motivated me to improve and practice on outside of the books.

While How to Master the Art of Selling is certainly an old book, it is far from obsolete. I consider it a must-read in sales and persuasion literature and am grateful for the person who recommended it to me.
8 people found this helpful
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FALCUSEN
5.0 out of 5 stars They best sales book I laid my hands on so far
Reviewed in the United States on March 7, 2024
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This is truly a beautiful book about customer service and sales overall. A classic. It is full of pearls of wisdom, you won’t regret it. Just get it.
One person found this helpful
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Claude Whitacre author of One Call Closing
5.0 out of 5 stars The Classic Book On Selling By The Established Sales Training Master
Reviewed in the United States on May 1, 2014
Verified Purchase
As a sales book author myself, I'm always looking for the great sales ideas that I can share with my students and clients.

This book by Tom Hopkins was the first sales book I ever read that really covered the entire art of selling for me. It changed how I sold.

I got my first copy of How To Master The Art Of Selling in 1981. At the time, I was doing well, selling vacuum cleaners in people’s homes. I remember buying the book in a bookstore (remember those?) and reading it over a long weekend.

The book changed everything about how I sold. Sure, I knew some closes, I had a way to prospect, and I knew how to demonstrate my product. But this is the first time I was seeing all this written down in a comprehensive book. A serious study of the techniques of selling. The book drew me in…I was engaged.

There have been several editions of this book. I was reading the first edition, in hardback. But the newest edition is the 2005 version. There are updates, and so I’m going to review the 2005 version.

Hopkins gives a short introduction about the profession of selling; Why it’s a great and honorable profession, and the advantages of seeking out a career in sales.

A large chunk of the book is invested, wisely I think, in asking questions. Some of this is Qualifying. And I have to admit, this is where the book helped me the most. What questions do you ask to make sure that you are talking to the right person. What questions do you ask to make sure that they have the money…and the ability to buy…before you even start your presentation. The technique of “Bracketing up for money” I took directly from the first edition of the book, used it word for word, and I saw a huge jump in my closing percentage.

He spends time on “Tie Downs”, which are ends of sentences, that turn the sentence into a question, and gather agreement from the prospect. I’ve used these in my selling, and find that they help hold the prospect’s attention. But if you use them more than a few times, they become obvious and irritating. Just use them in moderation.

There is a section on how to see rejection. This is a series of views on how to see rejection. The work comes from the book Anatomy Of A Salesman by Art Mortell…which is a great book by itself. And I wonder why it isn’t a best seller. It takes the fear out of prospecting. It also helps overcome the fear of rejection. The techniques in this section work. I’ve used them in my own life, and they helped me get over my fear of rejection.

The section on non-referral prospecting is revealing. There are several places to find perfectly good prospect, before you ever ask for referrals. These sources are covered nicely in the book.

The real strength of this book are the sections of types of questions, that lead to a close, and the closing questions themselves. Although I don’t use these in their presented form, you can learn a lot by reading the questions, and knowing why you should ask them. I won’t spoil it here, but the closes presented are strong stuff. This is old school closing, from a master of the craft.

The section on referrals is weak, but I imagine it’s because the author wants to appeal to salespeople in every field, and so he leaves out techniques that are only going to apply to a few businesses.

Do I use these techniques today? Not so much. My selling is pretty advanced, and my prospecting method makes the selling pretty easy. But for salespeople who haven’t taken serious sales training? This book is a goldmine. And everything taught in the book works.

I remember the end of that weekend in 1981. That week, I put what I learned to use, and saw my sales increase dramatically. Buy then I was already doing much of what was in the book. But the book taught me why I was doing it, and it helped me polish my methodology. And a few techniques, I learned for the first time, right from the book, and used them as is for a few decades.

A must for any sales person’s library. This is a book you study.
23 people found this helpful
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Danny Sun
5.0 out of 5 stars Great selling techniques
Reviewed in the United States on November 22, 2022
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This book offers many strategic advantages on selling techniques and how are we going to achieve them. You’ll learn how use these techniques to benefit yourself and the people surrounding you.
One person found this helpful
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DejanMastermind
4.0 out of 5 stars Superstar!
Reviewed in the United States on June 27, 2023
Verified Purchase
Superstar of the field, Champions guide for mastering the art of selling in business and in life.One of the best books ever about selling, must read, great content and a lot of tips to practice and sharpen our own selling skills!
One person found this helpful
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Phuong H.
5.0 out of 5 stars Great book
Reviewed in the United States on August 1, 2023
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That’s a great book
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IG
5.0 out of 5 stars Ordered these for my sales staff.
Reviewed in the United States on May 12, 2020
Verified Purchase
First read this book 30 years ago and I have re-read it several times. Tom Hopkins' advice is the foundation of my success in sales. He is really the one trainer I have found that breaks down the sales process into nuts and bolts and provides further advice enabling anyone to succeed in sales. You will find a lot here for a single book. Regardless of personality, anyone can sell and learn to use their own personal advantages in a sales situation. Take your time and absorb this information he offers. You will be repaid many times over. Make it yours!
9 people found this helpful
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Zachary
5.0 out of 5 stars Must-Read!
Reviewed in the United States on October 22, 2021
Verified Purchase
I am new to sales. Brand new. And this book is a game changer. It was recommended to me by several people and all I could think is yeah, “one little book is going to make a difference.” I was wrong. If you are new to sales or maybe you have many years under your belt, a so-called “master” I would definitely recommend this purchase.
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Top reviews from other countries

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Pedro G
5.0 out of 5 stars Excelente libro
Reviewed in Mexico on August 20, 2021
Verified Purchase
Te da muchas ideas de cómo poder mejorar tus habilidades de ventas, siempre valdrá la pena aprender más, y aquí puedes encontrar buenos tips
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Mersad
5.0 out of 5 stars Think about sales as a logical System
Reviewed in Germany on March 10, 2024
Verified Purchase
"Fantastic read that simplifies sales in such an engaging way, you'll be eager to sell your next product. Although technology has evolved, making some of the book's context a bit outdated, the core ideas remain timeless and adaptable. A true key to unlocking exceptional marketing and sales opportunities."
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Mohamod Rizwan
5.0 out of 5 stars Best book on Selling
Reviewed in India on September 4, 2023
Verified Purchase
I really liked the book. It has been a wonderful book for me to start my selling journey with. I would definitely recommend this book to all of my friends and family. Thank you for this.
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tracy u
5.0 out of 5 stars The best sales book out there
Reviewed in the United Kingdom on July 16, 2023
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The best it turned around my fortunes
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Andrea Santori
5.0 out of 5 stars La bibbia
Reviewed in Italy on April 8, 2021
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La bibbia
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