Sell it Today, Sell it Now

The Builder of Sales Champions and Master in the Art of Professional Selling Tom Hopkins carries the standard as a master sales trainer and is recognized as the world's leading authority on selling techniques and salesmanship. Over 3,000,000 people on five continents have attended Tom's high-energy live seminars. Tom personally conducts 75 seminars each year traveling throughout the United States, Canada, Australia, New Zealand, Singapore, Malaysia, Taiwan and the Philippines. Tom has been the subject of countless articles in publications such as U.S. News and World Report, The New York Times, The Los Angeles Times, Personal Selling Power, People magazine, Selling magazine, Entrepreneur magazine, and The Washington Post. One of America's most successful and dynamic businessmen, Tom Hopkins did not find success easily. Born in Burbank, California, Tom quit college after only three months. At 19 years of age, married and with a baby on the way, he took a job in construction. It wasn't too long before Tom decided that this was not the way he wanted to spend the rest of his life, so he quit the construction job and took a job he thought would be easier – selling real estate.

• IntroductionCreating the Right Place at the Right TimeThe Art of One-Call Closing is More Than a One-Time ReadChapter 1 The One-Time Job DescriptionZero’s in on the job of the one-call closerChapter 2 The Salesperson’s MindHow to dispel your fears and develop the attitude of a Champion closerChapter 3 The Prospect’s MindUnderstanding the four defenses all prospects useChapter 4 The Two Formations of Personality ObstaclesThe power of the proper sequence of presentationChapter 5 The First Defense—Trust, Part I Gain trust earlyChapter 6 The First Defense—Trust, Part II Keep trust intact during the entire presentationChapter 7 The Second Defense—Need, Part IDiscovering the prospect’s needChapter 8 The Second Defense—Need, Part II Expanding on the prospect’s needChapter 9 The Third Defense—HelpShowing how your product solves the needChapter 10 The Fourth Defense—Hurry, Part I Creating a powerful presentation with your product’s featuresChapter 11 The Fourth Defense—Hurry, Part IIUsing product options and discounts properlyChapter 12 The Prospect-Initiated Sale Modifying the system for the prospect-initiated saleChapter 13 Additional Methods for Increasing Your Proficiency NumbersObjection handlers and closing strategies

Sales is not my talent, and I don't want to come across like a smarmy used car salesman. I know my product is worthwhile, but how do I get the customer to hear me out? Instead of gimmicky one-liners that the customer "should" fall for, Tom Hopkins shows the 10 steps to reducing fear and resistance, then the 10 steps to building trust and the need to buy. All the steps must work together to be effective.~Carolyn J.Lots of valuable and applicable informations are shared in " Sell It Today, Sell It Now". The authors mentionned: " Buying is an emotional process, not a logical one ". Absolutely true. The book is an effective map to close the sale. ~Norman LacasseI really enjoy Tom Hopkins...I have read all of his work. Hopkins is correct...its about asking the right question and knowing when to ask the questions. Play chess - not checkers!!! ~Robert BastWhat a fantastic way to approach low-pressure selling! This book truly helps you understand how to build trust with your potential clients and help them to own a product you know will be good for them. This one book changed my whole perspective on selling. I would recommend it to any person in the sales field, or to anyone thinking about entering the sales world. It's worth every penny and you won't be disappointed!~Kevin at Amazon