Tom Hopkins Low Profile Selling: Act Like a Lamb... Sell Like a Lion

Front Cover
Tom Hopkins, 1994 - Business & Economics - 235 pages
3 Reviews
Tom Hopkins dedicated himself to improving the image of salespeople the world over nearly 20 years ago when he founded Tom Hopkins International. He constantly studies trends in business and talks with sales professionals the world over, learning from them and teaching them at the same time. The majority of today's successful salespeople have learned that a 'low profile' approach to presenting their product or service to customers works exceptionally well. Tom defines this approach as acting like a lamb, while selling like a lion.
 

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He needs to improve his own image first to provide any credible advice
Tom Hopkins is a man that constantly cheats on his wife, hits on seminar attendees, and defines "Polyester Lounge Lizard". The book will help you follow his footsteps if that's what you're into...

LibraryThing Review

User Review  - markdeo - LibraryThing

Good foundation for Sales. Excellent training. Great insight. I highly recommend. Read full review

Contents

LAMB OR LION? YOUR CHOICE
1
Seven Steps of Successful Selling
8
Why Silence is Golden
14
Guiding Questions
21
The Professional Salesperson
30
The Alternate Advance Question
36
The Importance of Note Taking
44
ORIGINAL CONTACT BUILDING RAPPORT
45
THE POWER OF WORDS AND SPEECH
107
Feedback
120
The End is Really a Beginning
134
Fourteen More Consummation Stories for the Sales Professional
147
Make Time to Plan Time
160
ReadySetPlan
173
Learn to Say No
180
Emulate a Model for Success
188

Body Language Cues
54
Business Qualification Questions
60
Write Right
68
Qualification Questions
77
ADDRESSING CUSTOMER CONCERNS
83
What is a Condition?
89
Four Essentials for Handling Objections
97
Winning Customers Over From Your Competition
103
Think Pleasant Thoughts
194
Blueprinting Your Success
200
Make a Binding Contract With Yourself
206
StepByStep Goal Planning
210
Celebrate Your Achievements
216
Personal Costs of Being a Professional
223
Closing Words
229
Copyright

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About the author (1994)

Tom Hopkins was a millionaire by the time he was twenty-seven. He began his career as a real estate agent (failing miserably and earning $42 a month). After investing his last few dollars in a sales training seminar, Tom quickly rose to the nation's number one sales position--setting records that still stand today. Believing sales people are made, not born, Tom has dedicated his professional life to training and inspiring people to achieve their highest potential.

Judy Slack is a lifelong resident of Big Horn. She serves as the volunteer editor of the Big Horn City Historical Society newsletter and as director of the Bozeman Trail Museum. She works to preserve pioneer family history by archiving photographs, diaries, and scrapbooks. The Elsa Spear and Henry Coffeen collections are her current focus. It has been an active community endeavor to include as many photographs as possible of early Big Horn residents, historians, and preservationists.

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