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Selling in Tough Times


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About the Author

Tom Hopkins is the founder and president of the renowned sales training service Tom Hopkins International. He is a member of the National Speakers Bureau and speaks and teaches seminars frequently around the world. He is the author of the national bestseller HOW TO MASTER THE ART OF SELLING.


Hopkins (How to Master the Art of Selling) lobbies for a return to basics to maximize sales in an economic downturn. He starts from the very beginning, defining what a selling career entails and detailing the different types of salespeople. He encourages readers to step back and reevaluate their positions in the economy, and to make a plan for when the climate improves. The first step is to save existing business by going the extra mile, making human contact, and initiating loyalty-building campaigns. Hopkins shows how to quickly tell if a client is right for you, reduce sales resistance, woo clients from the competition, and cut costs while continuing to appear successful. Each chapter ends with a short summary to help extract and reinforce key ideas. Part self-help book, part motivational guide, this book provides valuable advice for selling professionals struggling in the current economy as well anyone hoping to emerge from the recession primed for growth. (Feb.) Copyright 2009 Reed Business Information.

Hopkins (, author of the national best seller How To Master the Art of Selling (1980) and the engine behind a plethora of sales-training products and seminars, gears his latest work toward all those struggling to sell services or products in the current economy and wanting to come out on top. The author himself reads, doing an excellent job of it: his positive attitude and inspirational tone make the sound sales strategies and techniques he shares infinitely more palatable. The practical exercises and sample seller-buyer conversations are especially helpful. Recommended for all business students and practitioners. [Audio clip available through; the Business Plus pb edition is scheduled to be published in February 2011.-Ed.]-Ilka Gordon, Siegal Coll. of Judaic Studies Lib., Cleveland Copyright 2010 Reed Business Information.

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