The way to Master The skill of Selling
It changed everything about how exactly I sold. Sure, I knew some closes, I'd a way to prospect, and I knew how you can demonstrate my product. However this will be the very first time I was seeing this all written down in a comprehensive book. A critical study with the techniques of promoting. The ebook drew me in…I was engaged.
Tom Hopkins Gives Up His Sales Techniques - There were several editions of this book. I had been reading the very first edition, in hardback. However the newest edition may be the 2005 version. There are updates, therefore I’m going to evaluate the 2005 version.
Hopkins provides a short introduction about the profession of selling; Why it’s a fantastic and honorable profession, and also the features of seeking out a job in sales.
A big chunk of the ebook is invested, wisely I do believe, in asking questions. A number of this really is Qualifying. And that i need to admit, this is where it reduced the problem one of the most. What questions do you ask to make certain that you are talking to the best 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 from the first edition from the book, tried on the extender word for word, and i also saw a massive jump in my closing percentage.
He spends time on “Tie Downs”, which can be ends of sentences, that turn the sentence in to a question, and gather agreement in the prospect. I’ve used these within my selling, and discover which they help support the prospect’s attention. However, if you use them more than a few times, they become obvious and worsening. Just use them moderately.
There is a section regarding how to see rejection. This is a number of opinion of how you can see rejection. The task arises from the book Anatomy Of your Salesman by Art Mortell…which is a good book alone. And that i wonder why it isn’t a finest seller. It takes the fear out of prospecting. It may also help overcome the worry of rejection. The techniques in this section work. I’ve used them in my own life, and they reduced the problem get over my concern with rejection.
Closing Sales - The section on non-referral prospecting is revealing. There are many places to find perfectly good prospect, prior to deciding to ever ask for referrals. These sources are covered nicely in the book.
The true strength with this book are the areas of types of questions, that cause a close, and the closing questions themselves. Although I don’t start using these within their presented form, one can learn a whole lot by reading the questions, and knowing why you ought to inquire further. I won’t spoil it here, nevertheless the closes presented are strong stuff. This is old fashioned closing, from your master of the craft.
The section on referrals is weak, however imagine it’s because the author desires to appeal to salespeople in every field, and so he leaves out techniques which are only going to apply to several businesses.
Will i use these techniques today? Not really much. My selling is fairly advanced, and my prospecting method makes the selling pretty easy. However for salespeople who haven’t taken serious sales training? This book is really a goldmine. And everything taught within the book works.
Claude Whitacre Reviews Tom Hopkins Book - Going the end of that weekend in 1981. That week, I put what I learned to make use of, and saw my sales increase dramatically. Buy i then had been doing a lot of what was in the book. Nevertheless the book trained me in why I had been doing the work, plus it solved the problem polish my methodology. Plus some techniques, I learned for the first time, from the ebook, and used them out of the box for a couple decades.