![]() ![]() With that said, Hopkins defines the most desirable attributes of the salesman personal enthusiasm, self-confidence, understanding of people, belief in his product, and he concludes by outlining some approaches which apply to any sales problem. ![]() ![]() He analyzes basic needs, how to know product and prospect, who to sell, what to sell and what to tell he lays out a program for a positive approach, ways in which to give a verbal picture, and how to stay away from argument and bluffing. Hopkins places constant emphasis is on prepared presentations, conscientiously planned. emphasizes the need to ask questions and understand the prospect’s needs, then to use that information to present the benefits that will catch the buyer’s interest. Of all the activities in business, sales is the one which forces us to confront who we are and what we are willing to do for money. How to Master the Art of Selling from SmarterComics by Tom Hopkins, Bob Byrne, et al. I’ve read lots of books about sales habits and techniques, but had never found one which dealt with these broader challenges around sales without tilting either to mindless optimism or anti-capitalist despair. Securing major sales requires forming connections with every prospect. ![]()
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