| Tom Hopkins is the epitome of sales success．A millionaire by the time he reached the age of 27，Hopkins now is Chairman of Tom Hopkins International，one of the largest sales-training organisations in the world．
Thirty years a90，Tom Hopkims considered himself a failure．He had dropped out of college after 90 days，and for the next l8 months he carried steel on constructiOn sites to make a livin9．Believing that there had to be a better way to earn a livin9．he went into sales—and ran into the worst period of his life．For six months．Tom earned an average of$42 a month and slid deeper into debt and despair．Pulling together his last few dollars．he invested in a five-day sales training seminar that turned his life around．In the next six months．Tom sold more than$1 million worth of$25．000 homes．At age 2 1．he won the Los Angeles Sales and Marketing Institute’S coveted SAMMY Award and began setting records in sales performance that still stand today． Because of his unique ability to share his enthusiasm for the profession of selling and the successful selling techniques he developed．Tom began giving seminars in l974．Training as many as l0，000 salespeople a month，he quickly became known as the world’S leading sales traine r．Today,he pre-sents approximately 75 seminars a year to over l00，000 people throughout the world． Tom was a pioneer in producing high-quality audio and video programmes for those who could not attend the seminars or who wanted further rein-forcement after the seminars．Recognised as the most effective sales-training programmes ever produced，they’re continually updated and are now being utilised by more than l million people． Tom Hopkins has also written nine other books，including Sales Prospecting For Dummies and Sales Closing For Dummies，as well as the best-selling How to Master the Art ofSellin9，which has sold over l．3 million copies in 8 lan—guages and 27 countries． Tom Hopkins is a member of the National Speakers Association and one of a select few to receive its Council of Peers Award for Excellence．He iS often the keynote speaker for annual conventions and is a frequent guest on television and radio talk shows． |
| Introduction Part I：The Art of Selling Chapter 1：You Don’t Need a Uniform or a Fancy Suit Chapter 2：The Seven-Step Selling Cycle Chapter 3：Enjoying Selling as a Hobby Part II：Preparation Is the Key Chapter 4：Knowing Your Market Chapter 5．Knowing What You Sell Chapter 6：Using Technology to Your Advantage Part III：The Anatomy of a Sale Chapter 7：Finding the People Who Want What You Sell Chapter 8：Making Appointments the Easy Way Chapter 9：Finding the Best Way to Proceed with the Client Chapter 10：The Pitch：Presenting Yourself and Your Offering Properly Chapter 11：Addressing Customer Concerns Chapter 12：Easing the Sale to a Close Chapter 13：Referrals：The Best Way to Grow Your Business Part IV：Growing your Business Chapter 14：Following Up and Keeping in Touch Chapter 15：Using the Internet to Make More Sales Chapter 16：Managing Your Time for Optimum Effect Part V：you Can't Win Them All Chapter 17：Staying Positive Chapter 18：Setting Goals to Stay Focused Part VI:The Part of Tens Chapter 19：The Ten Biggest Sales Mistakes Chapter 20：Ten Ways to Improve Your Selling Chapter 21：Ten Ways to Become a Master Practitioner Chapter 22：Ten Characteristics of Winners Chapter 23：Top Ten Tips for Sales Success Chapter 24：Ten of the Best Web Sites for Sales Professionals Index |
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