This book is great for any field! I am an engineer by education and experience and continue to use many of the concepts that Hopkins teaches in this book.

How to Master the Art of Selling taught me many effective tools and techniques of helping others to make informed decisions. For example, as an engineer I must to sell my ideas to management if I want them implemented. This book has helped me get more ideas signed off on...and that makes me a happy camper!

Many engineers detest the sales process and salesmen, but to me that is short sighted. Promoting (selling) is not bad as long as taking advantage of others is not involved. We all have to sell...whether it is convincing someone to try a new place for dinner, or selling an idea to a group of executives, or selling a house to a couple. Honorable selling is critical in life.

Hopkins takes the high road in his common sense teaching methods. Many of the decision making tools he teaches can be useful for making one's own decisions.

In summary, this book is good not only for the selling profession but for any profession.

The Re-Discovery of Common Sense: A Guide to: The Lost Art of Critical Thinking

I used to own a hard bound copy of the same author & title but somehow lost or misplaced it. Now that i am the president of my own company, i would like to share the book to my sales people the invaluable skills and techniques taught by Tom in his book.

I first bought "How to Master the Art of Selling" by Tom Hopkins in 1993 and then recently purchased the updated version because I am re-entering the world of sales and wanted to see how the author had updated/revised his approach.

In my opinion, Hopkins' strongest point is the attention to preparation. He outlines many specific scripts and strategies that are easily adapted to various situations. This is the best "how to" book I have come across.

While the fundamentals of selling are still basically the same (perserverence, follow-through, shameless self promotion etc.) the author did a nice job of bringing his approaches into the 21st century.

The book is well worth the money, both for the updates and the re-read.

Climb Your Ladder of Success Without Running Out of Gas!: The Simple Truth on How to Revitalize Your Body and Ignite Your Energy for Lifelong Success
this book brought me from zero to 60 in just weeks of starting in sales. Tom is the master and you can't miss using his advise.

I am writing this review to share how this book helped me get a new outlook on how I see things. Let me first give you a brief history on me.

I was a music store employee who was making minimum wage, and I never (and I do mean never) made commision. This was 1998, I had long hair, no car, living at home with mom and dad, and I was a college drop-out. The owner of my company paid for me to go to Mr. Hopkins sales class in 1999. I immediately bought his book (which was a lot of money for me at that time), and started applying what I had learned. I increased my sales at the music store, but I still wasn't making enough money to support my family. I used my sales techniques to learn to sell my own abilities to another employer (a hospital). I worked there a few years, and during this time I took pre-nursing classes.

Fast forward to 2004. I got accepted into a nursing program. I had to compete for a scholarship at my hospital which I was awarded using tchniques I learned from Tom and his book. Once I graduated, I used techniques I learned from this book to land my first nursing job (which pays really well for a new graduate nurse).

In closing, I would like to state that my belief in God, and learning/applying what I learned in Tom's book helped me go from living with my parents and broke; to now being comfortably middle class, married, and living the life I always wanted to live. You have to do the work, and you have to be willing to keep your head up when everything doesn't go your way. However, if your diciplined the keys laid out in this book can help you in life; even if you don't stay in sales. After all, are we not selling our own abilities to future employers? This was a good purchase for me, and I hope it will be for you as well.

While the book is very well worth the money, some of the concepts are far fetched and much too cheesy for today's selling environment.

In my personal opinion, the consumers today are too savvy and some of the techniques in this book will scream at them 'USED-CAR SALESMAN'. However, there are some very good tips in the book, and as with any book, if you can get one good idea out of it it is very well worth the money spent.

I am brand new to selling, so I appreciate this book for what it is; a really good overview of the selling process. It's also a great reference that I've often gone back and thumbed through. However, it seems most targeted toward consumer sales areas such as automobiles, insurance, or retail. A couple of the methods, such as asking customers to call their friends and family right there on the spot for a referral, seem kind of old school and tacky, and not applicable to corporate sales. The book also jumps around a bit. Hopkins will advise using a technique or mention a term which he then says will be covered in a later chapter. It's kind of disorienting. Otherwise, it's a solid primer.

I first read this book in the 1980s, and reread it in the past year. Salespeople so often disdain sales training as not helpful, but the more experience you garner, the more you realize the power of sales process and how it can influence your sales success. Every sales concept discussed in this book can be applied in every sales career, I believe. The power of effective communication in the context of creating clients can only be learned through the adoption of a system of which there are many variants but which all include the principles mapped out here. For the neophyte just starting to the grizzled veteran (and I read this book at both junctures of my career), this book is as good as any.

I first read this book in the 1980s, and reread it in the past year. Salespeople so often disdain sales training as not helpful, but the more experience you garner, the more you realize the power of sales process and how it can influence your sales success. Every sales concept discussed in this book can be applied in every sales career, I believe. The power of effective communication in the context of creating clients can only be learned through the adoption of a system of which there are many variants but which all include the principles mapped out here. For the neophyte just starting to the grizzled veteran (and I read this book at both junctures of my career), this book is as good as any.

I havent get the book yet???? back order it is been like almost 2 months?

I havent get the book yet???? back order it is been like almost 2 months?

Tom Hopkins has set a standard to which all others must aspire. This book is the epitome of good selling techniques and the lost art of just down right communicating in a language all interested parties can understand.


Reginald V. Johnson, Author, "How To Be Happy, Successful And Rich"

Tom Hopkins has set a standard to which all others must aspire. This book is the epitome of good selling techniques and the lost art of just down right communicating in a language all interested parties can understand.


Reginald V. Johnson, Author, "How To Be Happy, Successful And Rich"

This book is primarily a book on the art of selling, which you probably already guessed from the title. It is also much more than that.

If you are in sales, going into sales, or might ever go into sales, you should read this book.

If you think you are not in sales, think again. Almost every aspect of dealing with other people, is sales. Want your kids to clean their room? Sell them on why they should. Want a raise at work? You have to sell your boss on why you are worth it. Want some lovin from your wife? Once again, you gotta sell her on the idea. Obviously some things are much easier to sell than others.

I started looking into the field of selling after reading many psychology/trading/improvement books. Many times I read examples that related a particular topic to the field of selling. It made sense to me. Then I started thinking about how almost every interaction with others that I had throughout the day was related to "selling". I started using many of the techniques I read about and they worked in most situations even though I was not trying to get someone to buy a product from me. Its still sales!

This book has a lot to offer even if you are not in the sales field. After reading it I realized I may need to switch careers and start selling. I am sure I would be good at it.

A must read for those who are starting out in Selling. Saves you a hell of alot of time!!

This book is not as good as i thought it would be. I hope i have better readings with Bryan Tracy's Advance selling.

Classy cover, over 100 pages more than the previous edition. New and revised. Easy to see why this book is the #1 best selling booko n sales of all time and what Tom Hopkins is the #1 best sales trainer in the entire world!

Just using the NEADS and triplicate of choice multipied my income by 500% in one week! Using the multiple tie down and tag along questions that Tom explains is helping me get through to more prospects than ever before. Tom's qualifying techniques is helping me stop wasting time with non buyers and get right down to the people who really need and want my services. And I am sleeping better at night knowing that I am actually helping people as a problem solver.

Making money is great but helping people is FANTASTIC!

This is by far the greatest book of all time. Not just on selling, but on almost everything that life can throw your way. I trust Tom Hopkins and everything he says is very real to me because he tells it, and tells it perfectly. He is certainly a true Champion. I will reccomend this book to anyone who ever wants to achieve anything in life, and wants the money, security, and recognition that goes with it. This is the least expencive most valuable tool you could possibly get. Tom Hopkins is brilliant and every sentance of this book reflects that perfectly. If your fed up with being less than you know you can be, GET THIS BOOK!

Over the 25 years of my sales career, I have purchased many copies of 'How To Master The Art of Selling' Some I have given away, others literally fell apart from constant rereading, highlighting and so on.

This new and revised version is 23 chapters and 390 pages. It is a H-U-G-E- book and includes the most current sales secrets that Tom has discovered for the new millenium.

Tom Hopkins is indeed head and shoulders above the rest of the sales trainers. Nobody offers more high powered sales training. His methods and techniques are practical, field tested and effective. Just ask the millions around the world who use his techniques successfully.

Read and use the 25th Anniversary edition of How To Master The Master The Art Of Selling and launch yourself into financial self reliance.

That old cliche has never been more true than today. And that is very apparent by the review supposedly written by Lisa M. Malki who claims to have 30 years of sales experience and refers to these techniques as "old-school sales junk", "manipulative" and "closing questions that are designed to arm wrestle me into buying."

This reviewer obviously read but did not understand the methods that Tom Hopkins teaches. It is not high pressure, there is no "arm wrestling, manipulating or old school sales junk." Perhaps this reviewer missed the NEADS formula and no doubt missed the entire section on qualifying buyers.

Revier "Lisa Malki" goes on to sat that she listened to the tapes and "cringes" when Mr. Hopkins "calls us champions because we are listening to his training." Perhaps this reviewer would prefer if Mr. Hopkins called his students "losers."

One point this reviewer makes is in reference to consultative selling and I agree that this is a part of the selling process. And in fact if this reviewer had truly studies Tom Hopkins training, would have found that there is consultative selling involved i.e. The NEADS Formula and qualifying the buyer. H-E-L-L-O!

Reviewer "Lisa Milki" goes on to say in consultative selling, "if the product is not right for them you tell them that." NO KIDDING! Read, really read 'How To Master The Art of Selling' by Tom Hopkins and you will find that is exactly what Mr. Hopkins suggests.

Best advice I have for this reviewer is to read Tom Hopkins books and listen to his tapes before writing a impartial review based on opinion.

There have been many excellent books written on consultative selling by people like Brian Tracy (the best on this subject) and others like Neil Rackham (Spin Selling) I recommend those books to round out your sales training. However, Tom Hopkins is the single best source for professional sales training, for those of us who want to help our clients become happily involved with our products and services and earn a high six figure income for ourselves.

Non sales people, people who merely write reviews without actually reading the material and have never sold anything can hardly be considered a reliable source of information.

This book masters the art of getting the clients to sell themselves to you by teaching you to ask the right questions. The instructions and suggestions are given through a variety of sales conversations. I highly recommend this book.

This book is a passionate, hard-hitting, easy to read, entertaining book. I've read it over and over again. I am sure I will keep referring back to it for years to come. Hopkins makes great points about creating your environment and changing negatives into positives. This book really helps you create a selling mind and even use in your daily life.

It is great to read a book by someone who has been down the same bumpy selling road that I have. His information really works. You need to try it.

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.

Tom Hopkins has "legs". His selling tactics endure. He has stories that give new salepeople hope. He has been a real supporter of professional sales for years and years(Many years ago in Colorado he presented a special "Women Who Win!" award to my Co-Author ("GO BIG...or STAY HOME") ,Donna L. Cohen, for outstanding sales ability and for outstanding support and inspiration to sales professionals).

Without a doubt, Tommy Hopkins is the #1 top sales trainer and creator of sales champions in the world today, bar none! Pretty bold statement, but Tom Hopkins has a pretty bold reputation.

Tom Hopkins is taking the training he recieved from his mentor, the late, great J. Douglas Edwards who was without a doubt the father of modern selling and sharing it with all of us. Tom Hopkins has taken the best of J. Douglas Edwards, refined it, finessed it and modernized it.

Hopkins was a superstar salesman in his own right, he set records in sales 30 years ago that still stand today. He is also a fabulous trainer. As already mentioned, the best in the business. He has personally trained over 3 million clients on 5 continents.

Some think that Hopkins teaches hard sell techniques. Far from it. Hopkins tells us that it is better to be an interested introvert than an interesting extrovert. Most people think selling is the exact opposite. The old back slapping, fast talking con man. Or the guy who thinks he has to bombard his client with a ton of information.

Tom Hopkins teaches to ask questions and get the client to sell themselves. As Tom Hopkins says; "If you say it, they doubt you. But if they say it, it's true." This again was a technique popularized by J. Douglas Edwards.

How To Master The Art Of Selling will teach you everything you need to know about becoming the very best salesman you can be. I usually go over this program every year, at least once and review throughtout the year.

If you want to succeed in selling, this book is must reading. I also recommend any tape program by Tom Hopkins that you can get your hands on.

Occasionally I run into people who say these techniques don't work anymore or won't work for their particular business. These techniques have been used by real estate sales people, insurance salespeople, car sales people, network marketing people, all direct sales people, ministers,U.S. Army recruiters, college recruiters and more. The techniques work for anyone who is trying to master persuasion techniques.

If you want to Master The Art of Selling and Persuasion, I highly recommend this book. It's the best.

What a great book. I learned some excellent new sales skills and at the same time I gained a new found respect for being a salesman. Tom's book really opened my eyes even more to the power of being a great salesman.

Take it to heart and read it, it will definitely be worth it.

This is an excellent book by a Master of Sales. Tom Hopkins has been in sales for decades, starting in real estate and then selling his selling skills to others. If you want to learn how to create a selling mind or the mood for selling in your daily life, read his books and listen to his tapes. I admit some of it does feel hokey at first, or maybe even fake, but if you internalize the strategy and make it yours it wont be fake anymore, it will be who you are.

Be sure to buy his new revision of this great book. It has been completely updated and revised to work in a new selling environment: the information age.

Remember that he did it, he has taught others to do it, they did it and now you can too.

The skills you can obtain from this book are applicable not only to a salesperson, but to anyone who wishes to assert themselves as a professional.

If you found the CD's by Tom Hopkins useful, read the book, lots more detail.

I have to admit that I was not initially a fan of Tom Hopkins. To me he comes across like a used car salesman with a high pressure type of sales tactic.

My business is network marketing, and we use a soft sell approach. I was conferring with the top rep in my group who is making some insane income in our company. I asked him what he attributed to his success and he mentioned several books and tapes, but when it comes to selling, he said Tom Hopkins is tops.

I was at my favorite bookstore on Friday and was happy to see that the new and and revised version of this book was just released. It has a purple cover and large print. Over 420 pages loaded with information. I spent four hours non stop reading this great text, the most informative sales book that I have ever read. This is indeed the bible of salemanship.

Nice intro by Mr. Hopkins mentor, the late J. Douglas Edwards. Then on to what makes a great saleman. Chapter after chapter by Hopkins covering every aspect of selling. I used some of Hopkins techniques earlier today, qualifying prospects and working on presentation skills ala Tom Hopkins. I began to use "tiedowns" and the the "ben franklin close" and have to admit I felt a little silly at first, but it worked!

I can't wait untill I truly master all of the skills Mr. Hopkins presents in this masterpiece. Then I will really be dangerous.

Right now I am only halfway though the book. Wait untill I finish it and master these skills!

Thank you Tom Hopkins and Warner Books for releasing this new and revised version.

When I first entered sales many years ago, I was at a loss for "how" to sell. I didn't know what "closing" was, and besides my ability to never accept the word "No", I was clueless. Then I found this gem on the shelf at a bookstore way back in the early 80's, and the world of professional sales was opened up for me. I highlighted almost every page!

I find myself writing this review today after recommending this book yet again to someone whose husband is entering sales.

Yes, some of the techniques seem a bit dated, or maybe even "hard sell", but nonetheless they are still very applicable and useful. I have read a number of books on selling, and few has as much to offer in one volume as this one!

Money well spent!

Sales ability often means the difference between success and failure for people starting a new business. In fact, you must be able to communicate your ideas to others to be successful. Also, you must instill a sense of "need" into the minds of your prospective customers so they will purchase your company's offering in sufficient quantity to convert wants into needs. Overall, this book offers great insight for the business owner. After scanning the book the business owner should give this book to each and every salesperson in their organization.

Tom Hopkins is considered one of the foremost experts in the world of Sales and in his book he shares much of his insider knowledge. "How to Master the Art of Selling" is an awesome book on the intricacies of selling. To be honest, it is somewhat hard-hitting and his approach to closing is on the assertive edge. When reading and applying the techniques in this book, or any other book, always adapt the information to the times. While written in 1982, it is still a timeless classic when tempered with today's knowledge - particularly in reference to closing. Today it's less about closing and more about opening relationships.

Rather than attempt to tell you all of what's in this classic, here are the contents:

1) What the profession of selling really is
2) The twelve sources of sensational selling success
3) Question right and sink your teeth into sales success
4) Creating the selling climate
5) Why don't I do what I know I should do?
6) Learn to love no
7) Referral prospecting
8) How to find fortune and felicity with the phone
9) A spectator sport buying is not
10) Put champion selling power in your presentations and demonstrations
11) Finessing the first meeting
12) Qualification is the key to Quota-Busting
13) The objection connection
14) Closing is sweet success
15) Twelve power closes for aspiring champions
16) A clutch for moneygrabbers
17) How to perspire less and profit more from paperwork
18) Fortune building starts with time planning
19) How to sell your way out of a slump
20) The most necessary skill of all
21) How to sell to the most important people you know
22) Five more power closes for aspiring champions

I'll leave you with this striking formula for success - G.O.Y.A. that is explained on page 265.

"Successful people begin where failures leave off. Never settle for 'just getting the job done.' Excel!" --Tom Hopkins


Michael Davis - Editor, Byvation