A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently.../ How to Master the Art of Selling / BOOK SELL
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- ISBN13: 9780446692748
- Condition: New
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If you cannot sell, you cannot succeed.... : How to Master the Art of Selling
I don't want to be manipulated by a salesperson. I don't want a salesperson to ask me yucky closing questions that are designed to arm-wrestle me into buying. There are those salespeople around. I can't stand them. I never buy from them. They are the salespeople who follow what is pretty much the essence of the Tom Hopkins method.
This is old-school sales junk. I learned these techniques when I started selling 30 years ago. They worked at one time, regardless that they were manipulative. I am sure they will work today by some salespeople on some buyers. But most buyers are not as naive as they once were and will not stand for this.
I also listened to the Hopkins tape series. I cringe when he calls us "Champions" because we are listening to his training. More manipulation. More insincerety. Simply yuck.
Having said all that, I must admit that there is a lot of good stuff here. But the good stuff is not unique to Tom Hopkins and does not forgive Hopkins for the old manipulative style he champions. Unfortunately the essence of the Hopkins approach is not customer centered, it's "get the sale" centered.
In my opinion the best and highest form of selling is consultative selling. That sort of selling does not require mainipulation or arm-wrestling. It requires an honesty and a sincere interest in the buyer's success. That means if your product is not right for the buyer you tell them it's not right. That sort of selling keeps your customers coming back. They know you have not gone to battle against them, armed with all sorts of trick closing techniques.
And that's what makes selling a real joy and a real profession.
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