How to Master the Art of Selling by Tom Hopkins

How to Master the Art of Selling by Tom Hopkins

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.

📌 Genre: Business, Marketing.

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