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(More customer reviews)Certainly timely since we've all been facing tough times for the past couple of years, Tom Hopkins' newest book, Selling in Tough Times: Secrets to Selling When No One is Buying (Business Plus: 2010), seeks to help sellers at all levels get back to the top.
If you're a Hopkins enthusiast looking for something new, you'll be disappointed as there is nothing new in the book--but in many ways that's the point of the book. Hopkins argues that a tough selling environment demands sellers return to the basics of selling. Restating and reinforcing those basics--from prospecting to communication to closing--is the heart and soul of Selling in Tough Times.
Easy to read, the book addresses virtually every aspect of selling, each aspect being addressed in a short one to three page section.
Hopkins spends the first quarter of the book discussing the mental aspects of adjusting to a down market and why selling in a weak market demands you return to the fundamentals of selling. Although many will find the book drags a bit in these early chapters, the book's format lends itself to skipping those sections that aren't of interest and focusing on those that you believe are pertinent to your needs.
The second two thirds of the book deals with the various parts of the sale--finding prospects, qualifying them, selling them, servicing them, keeping them. Again, since the book is a series of short treatments of the various points of the sale, you can zero in on those sections of interest to you and ignore the remainder.
If you already have one of Hopkins' other books such as How to Master the Art of Selling or Selling for Dummies, there's no need to purchase this one--unless you simply want a concise summation of Hopkins' teachings. On the other hand, if you're in a slump or are finding your current market difficult to crack, refocusing on the basics of selling is the place to start and Hopkins lays them out in a straightforward, easy to implement format.
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Selling in Tough Times: Secrets to Selling When No One Is BuyingTough Times can be brought on by any number of factors: a down economy, Mother Nature, shifts in customers' needs, national tragedy--the list goes on and on.These types of changes can be extremely disruptive, even paralyzing, when we're not prepared for them.While many see no other option than to "sit tight" and "ride things out" when crisis strikes, true career professionals in selling understand that the only way to deal with adversity is to meet it head-on.That's why a positive attitude and a proactive approach toproblem-solving are two of the most essential ingredients for success in selling--and why those who embrace them not only to survive but thrive, even in the most difficult of circumstances.Now, in his latest book, SELLING IN TOUGH TIMES, world-renowned selling expert Tom Hopkins puts his real-world , in-the-trenches experience to work and shares his plan to reverse the momentum of tough times--and even capitalize on them.With exercises to help you discover previously overlooked opportunities and eliminate waste, along with out-of-the-box methods for recruiting new customers and key tips on how to solidify your existing business, Hopkins gives you powerful ways to spur sales now and for years to come.Learn how to:
Mine your client list to generate new leads
Keep--and reward--your current customers so that they're loyal for life.
Reduce the sales resistance that plagues tough times with tactics that overcome consumers' fears.
Woo clients from your competition with 12 new strategies specially tailored for tough times.
Cycles will come and go, but the principles of great selling and those who live by them stand firm.Find out how you can achieve your maximum selling potential, whatever the business climate, in SELLING IN TOUGH TIMES today.
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