Tom Hopkins' Low Profile Selling

by Tom Hopkins, Tom Murphy (Editor), Judy Slack (Editor)

Watch your income soar! Today’s customers are better educated and more sophisticated than ever before. To keep a competitive edge in the market, salespeople have learned that a “low profile selling” style and exceptional service are what gets prospects’ attention. But it’s Tom’s techniques that will eventually turn those prospects into clients. Eleven chapters qualifying addressing customer concerns building rapport setting and achieving goals 14 closing strategies personal strategies for becoming a pro Once you learn to diffuse customer likes and dislikes, you’ll stand head-and-shoulders above your peers and earn the respect and repeat business of hundreds of satisfied customers.

Genres: Business

235 pages, Hardcover

First published April 1, 1994

Reviews

[Mike Winger · Rating 4 out of 5]

When it was written, this book was ahead of its time. Now that time has caught up, the message is still extremely relevant.

A great read for someone just starting out in sales, and also for the veteran who hasn't quite figured it out yet.

[Tim Plett · Rating 5 out of 5]

Every professional salesperson should read and then reread this book. A masterful book by a master.
There are a lot of great sales trainers. In my honest opinion Tom Hopkins is the best.

[Nick · Rating 4 out of 5]

This was a great sales book. Some of the techniques I utilize on a daily basis and others I will definitely integrate into my sales arsenal. The author goes over qualifying and questioning techniques to help save time and work on qualified customers. He goes over closing/ consummation techniques and does it in a way that shows you you can still be a lion but you need to do it in a way where you don't scare the customer; act like you are the lamb. Consult, guide, ask questions to help guide you in the process and show that you do care. He goes over the powers of the words you use and how to tweak your vocabulary to get the necessary thoughts and responses you seek. He also goes over the importance of setting goals. Long term, short term, intermediate and daily but also setting rewards for yourself so you get rejuvenated and re-energized. A cool concept I read in this book is doing your own time audit. Map out your day so that you can see the parts of the day that are not productive and unnecessary. This way you can find time to do things that are more productive and worthwhile. Setting activity goals is important as well. If you only set productive goals you will be disappointed. Activity goals are where you can just do your daily activity, day in and day out and knowing as long as you stay active and continue hitting those goals then good things will follow.

Very very good read.

[Bryon Brandt · Rating 5 out of 5]

I've been told I'm too smart to be a good Salesperson.
That I want to share Intellectual Information.
BUT People Buy for Emotional Reasons.
So Sell to those Emotions. And Give Them
Reasons to Justify the Purchase.

A Lesson I'm still working to Internalize.

I share that because this book doesn't teach in the Text bookie way I like to learn.
But in the Folksy way that works best when selling.
So Tom Hopkins is Teaching Us in the Way We Should Sell.

Therefore I will listen to this book again soon, and again, and again
To More Completely Internalize the Sales Wisdom in This Book.

[Lazy Chemist · Rating 3 out of 5]

I remember reading this book for the purpose of helping my commissions while working in a Radio based retail establishment. At the time I felt the tactics and techniques used to gather sales were brilliant and saw my numbers soar. It allowed me to realize the roadblocks that were in my path to attaining the sale and how to properly overcome them. After years of thought and a respite from the dangerous world of sales however I have garnered a different view. I no longer feel that my actions were those a a Lion taking my due but of a wolf fettering sheep from a nearby farmer. I cannot in good conscience recommend this book to another individual though it is proficient in what it sets out to do.

[Keith · Rating 4 out of 5]

This is a book written by a professional salesman who teaches others how to sell. Since I am not in sales, much of it didn't feel relevant. Much of it is just plain good human relations, and in the last couple of chapters the book became a five star because of his excellent coverage of goal setting and execution on those goals.