A Better Way to Sell: Mastery of Sales Through Mastery of Self
Contents:
There are lots of moments in this bo It's hard to imagine not making a living without having read this book. There are lots of moments in this book where you think - good lord, I'd never say that to someone. And maybe you own't. But the ideas behind the role plays and scripts are excellent, the trick is to to stop judging and think about how they might apply to your business and how these ideas can affect your income. Sales professionals, Financial Planners.
Some great advice on overcoming fears and misconceptions in sales. It also has great advice on specific sales practices. I definitely do not agree with some of his thoughts concerning motivation. He makes it clear throughout the book that money and prestige are high his priority list. Money is not a bad thing, but it cannot be the highest priority. If it is, then recommendations can become warped and self-seeking.
Jun 27, Mike Wenzel rated it it was amazing. A little bit dated but excellent skills for selling, organization and planning.
Excellent book, wouldn't you agree? Mar 09, Adam rated it it was amazing. Fun read lot's of useful script and highly motivational. Tom has a can do spirit that shines through! When someone asks how your day is say unbelievable You never missed a days work but what do you want to do with your life? Success comes at a different pace for people Be in the word business your only as good as the words you know how to say Most folks are either in a crisis going into one or coming out of one most of the time and that's just life.
So we want to keep ourselves liv Fun read lot's of useful script and highly motivational. So we want to keep ourselves living in the solution of our challenges not in the problems that they bring. The pain of change is forgotten when all the benefits arrive Always look for the commonality when you meet people Ice breaker question I couldn't help but notice your lapel pin I love to meet winners, maybe we can visit? Pop by means it will be a short visit. Your ear picked up on it Ask questions that mentally throw them into the future and assumes they are going ahead You obviously have a reason for going forward would you share that with me Obviously you wouldn't take your time to think this over insert name if you weren't seriously considering it.
Just to clarify my thinking what part of the opportunity is it that you want to think over? Is it the money or possibly your resistance to change?
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When you say it's too much I want to know how much too much you feel it is? You have to start thinking and action as if your a million dollar producer Take your best shot every day I must do the most productive thing possible at any given moment Love people use money Success comes after service in the dictionary give people service Admit that no one holds you back but you Her voice is a melody I wish you greatness! Jul 29, Greg rated it really liked it. Tom can sound a bit cheesy at times, but this book is chockablock with cool tactics and excellent messages to get you psyched up about selling.
Seven things you need to know to master the craft of selling
His lessons go beyond selling, though, and throughout the book there is an earnest life-philosophy which may be the most memorable aspect of this book. He has little time for people that find ways to defeat their own motivation with excuses, or look any place but their own attitudes and skills to find the reasons that they're failing. He brings you along Tom can sound a bit cheesy at times, but this book is chockablock with cool tactics and excellent messages to get you psyched up about selling.
He brings you along in the book by threatening to drop you as just another mediocrity with a mouth. For example, he doesn't say "Don't let your friends' negative attitudes affect the way you feel about your work in sales. Not to brush aside the sales tactics, which I think are at times brilliant. I can recognize quite a lot of these tactics from sales that I've been involved in, and also in other arenas where building heat about a specific idea or person is the name of the game.
For example, most of the literature I've seen on modern-day pickup artists could have been lifted almost word-for-word from this book. I might read it again next year. May 12, Joe rated it it was amazing. I first heard about Tom Hopkins over 25 years ago when I was 8 years old. Both my parents read but I just keep seeing this book again and again all over the house. For several years my dad was among the top any some years the very top new Ford Salesman of the year so I can only assume that this book played at least some small role in that achievement.
What I am sure also played a role is the type of person who reads a book to become better at their job and earn more is surely more likely to succ I first heard about Tom Hopkins over 25 years ago when I was 8 years old. What I am sure also played a role is the type of person who reads a book to become better at their job and earn more is surely more likely to succeed even if the book is worthless purely because they have the motivation and the desire to improve.
A lot of the book is about specific qualifying and closing techniques, the use of open questions vs closed questions that are answered with a yes or no and when you use each of these. Focusing on the benefits of a product or service and not the features.
A BETTER WAY TO SELL - Mastery of Sales through Mastery of Self. This book has an intentionally misleading title. Many who pick up the book thinks it is a. A Better Way to Sell: Mastery of Sales Through Mastery of Self - Kindle edition by Ranjan L. G. De Silva. Download it once and read it on your Kindle device, PC.
For me some of the most interesting points were about mindset, goal setting, organisation and time management which are critical to the success of any person whether working in sales or not. I would recommend the entire book to anyone working in sales. Feb 23, Jimmy Corvan rated it liked it. However, I believe it falls short of its claim that is, truly mastering the art of selling as it outlines what, I assume, most salesmen already do. That is, Hopkins, emphasizes personal visits, regular follow up, thank you notes, etc.
Granted, Hopkins does offer some outstanding situational advice, which was often rather enlightening and thought provoking. However, these situational recommendations are overly abundant throughout the book. There are so many of these recommendations that a person would, likely, have to read the book four to five times to truly pick up on everything. Aug 26, Nathan Boler rated it really liked it. This book is dated but still highly effective. I learned a lot about the art of selling and speech patterns. Minor yes is very important.
Get as many as you can. Don't force words into their mouths if you haven't gotten the initial signal. Figure out their objections. Does it come in green? Would This book is dated but still highly effective. Would you like it in green? Let me make a note of that. Change the base of their objection.
If they say the kids bedroom is too small, you say are you going to base your purchase on the safety and warmth of the home, or a few inches on this bedroom? A goal is only a wish or dream until its written down. Write down anything you want to achieve. Gotta be in writing.
Gotta be vividly imagined. Gotta have a date. Gotta be ardently desired. Gotta commit to it.
You can then ask your favorite customer for an introduction. He mentions Feedly, Flipboard and Buffer as potential sources for external content. Figure out their objections. What can I do to help those buyers along their buying journey? I appreciate all the social selling statistics presented here. You can even generate new leads on social media!
Dec 16, Laurent rated it it was amazing Shelves: It presents everything that makes the sales process: What makes the book in my yearly reads list is that Tom Hopkins underlines the importance of sales ethics: Instead, ask questions, identify their situation and, with that knowledge, as 5 stars - wow.
Instead, ask questions, identify their situation and, with that knowledge, ask them questions to make them realize that the specific product you have in mind for them is exactly what they need. This book is applicable to other topics than selling cars or shoes.
You can apply its content when looking for a job i. Selling yourself and your skills , in dating selling a coffee date , in family selling a particular outdoors activity to your kids , and much more. I'll be honest, it wasn't as attention-grabbing as a novel but, I also wasn't reading this because I absolutely wanted to. In my Personal Selling class in college here, I am required to do a book report on a sales or self-betterment book and this was the one I chose. However, I did find many things about it quite useful and as I was picking up on the different techniques this book gives, I put them into practice at the financial institution I work at selling financial products.
Let me tell you, I'll be honest, it wasn't as attention-grabbing as a novel but, I also wasn't reading this because I absolutely wanted to. Let me tell you, my sales have already increased and so has my confidence and utility doing it. I will continue to go over 'How to Master the Art of Selling' to help my career as I'm planning on utilizing not just the ten or so things that I've already implemented, but everything that can apply to my field.
Experts say this is the best book ever written in its field. I haven't read them all, of course, but would say this is a gold mine of information. I have bought at least 20 copies for friends and for my staff when I ran a high-tech trade association. The practical tips and lively presentation can be especially helpful for those who do not believe they are in traditional "sales" and yet are trying to persuade somebody of something, even if only an idea.
Additionally, Hopkins makes a compelling ar Experts say this is the best book ever written in its field. Additionally, Hopkins makes a compelling argument that top professionals will treat the field as a "profession" by taking a long-term view, including the practice of not selling products and services unless they truly fit the customer's need.
Jan 28, Andrew B rated it it was amazing. I read this book after recently getting a job offer in sales. Just starting out in the industry, I found this book very helpful, basic, and organized. I feel like it made for the perfect introductory read at the start of my career. All that being said, I did read an older version of it, however the skills and strategies mentioned in the book are basic and timeless and were not lost in translation.
I think this book is worth a re-read for sure, but this time I will look into the most recent versio I read this book after recently getting a job offer in sales. I think this book is worth a re-read for sure, but this time I will look into the most recent version. As Hopkins recommends in his book, it would be good to read or at least skim some chapters a few times a year, and I'll try my best to do so!
29 Social Selling Statistics: How to Master the Art of Social Selling
Jul 18, Richard Gowan rated it it was amazing. My first real Sales Manager gave me a copy of this book, and it formed the basis of my education in the sales process. Granted, a lot of the advice in the book seems self-evident, but like any other topic, reinforcement goes a long way towards incorporation. I pick this book up occasionally and re-read chapters in order to make sure I am not straying from the path. LinkedIn alerts are great for this. We want to share insights. They are not the same. Judge the content you and your marketing team produce based on how insightful it is — what can people learn from it.
If there are implied insights in articles you curate externally, add them in your commentary. People will read your insights before they read the article and possibly instead of it. You will get the credit for providing context. Anyone can share poor quality on social. Sharing insights take more effort. Jamie acknowledges that sales professionals can find it difficult to make time for this. He mentions Feedly, Flipboard and Buffer as potential sources for external content. As he rightly points out, finding the content is just the first step.
So what does he do? I think this is a really important point, and echoes our own thoughts on a 3 step process for curation in social selling. Understanding the buyer mindset helps you decide what insights to share and when. They move through three phases. Great way to align sales and marketing with a shared purpose. Socially surrounding prospects means you have to have a consistent visibility in their social feeds or inboxes. You have to draw a balance between being spammy about this. His target is share 3 insights a day.
What can I do to help those buyers along their buying journey? Is there a trigger alert, valuable insight, or referral that can help me start a conversation with this buyer? Asking to connect, or asking for 15 minutes to pitch, we already know that rarely gets results. Put your desire to serve ahead of your need to win work. He shares lots of tactics for socially surrounding prospects on multiple networks, primarily LinkedIn and Twitter — worth reading in full to get the practical insights.
Really important to call on your colleagues to help you surface shareable insights and flag them to you — and of course to return the favour. FEED is for social sellers but for marketers Jamie sets out another 4 step process. One simple model he suggests is 3 indicators for success in social selling: The book is very tactical and metrics driven, and understandably has a large focus on training and coaching your team to be social sellers.
He quotes the Corporate Executive Board: Your social selling needs to be a whole-team activity. So you have to play the longer game and build trust through insights. Want to find a better way to quickly find those insights on any industry, customer, competitor or trend?