Introduction
Creating the Right Place at the Right Time
The Art of One-Call Closing is More Than a One-Time Read
Chapter 1 The One-Time Job Description
Zero’s in on the job of the one-call closer
Chapter 2 The Salesperson’s Mind
How to dispel your fears and develop the attitude of a Champion
closer
Chapter 3 The Prospect’s Mind
Understanding the four defenses all prospects use
Chapter 4 The Two Formations of Personality Obstacles
The power of the proper sequence of presentation
Chapter 5 The First Defense—Trust, Part I
Gain trust early
Chapter 6 The First Defense—Trust, Part II
Keep trust intact during the entire presentation
Chapter 7 The Second Defense—Need, Part I
Discovering the prospect’s need
Chapter 8 The Second Defense—Need, Part II
Expanding on the prospect’s need
Chapter 9 The Third Defense—Help
Showing how your product solves the need
Chapter 10 The Fourth Defense—Hurry, Part I
Creating a powerful presentation with your product’s features
Chapter 11 The Fourth Defense—Hurry, Part II
Using product options and discounts properly
Chapter 12 The Prospect-Initiated Sale
Modifying the system for the prospect-initiated sale
Chapter 13 Additional Methods for Increasing Your Proficiency
Numbers
Objection handlers and closing strategies
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.
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 Lacasse I 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 Bast What 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
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