How to Master the Art of Selling
FOR MAXIMUM RESULTS FROM THIS BOOK, PLEASE READ
This book is written to show you how to make money in sales and to get more out of life.
I encourage you to do more than just read this book. Take notes, use a high-lighter pen to mark
the book in any manner you see fit or anything else that makes this book a more effective tool for
increasing your income.
It is imperative that you try as rapidly as possible to get my techniques into your
subconscious mind so they become part of you and come out automatically in your own words.
In today’s hectic world, many of us don’t have the time to read as often as we would like.
Because of this, many of the top salespeople we train absorb the material easier by listening to
audio recordings while doing other activities. If you have a challenge with making time to read, I
heartily suggest you consider our audio training program, “How to Master the Art of Selling
Anything.” It’s available in both compact disc and cassette from our home office in Scottsdale,
Arizona or on our web site at http://tomhopkins.com/p/1032.html
These programs were recorded in lecture format with a live studio audiences. They cover
all the basics of the profession of selling. Topics covered are:
1. The Profession Called Selling
2. What is a Champion?
3. Control with Questions
4. Minor Reflexive Questions
5. Emotions, the Triggers of Selling
6. How to Handle Failure and Rejection I
7. How to Handle Failure and Rejection II
8. Referral Prospecting
9. Non-Referral Prospecting
10. Telephone Techniques
11. Pre-planning your Sales Presentation