Tom Hopkins

PAE

Official Guide

Sales Skills Expert

Tom Hopkins Quick Facts

Main Areas: Sales Skills, Sales Management, Sales Training
Best Sellers: "How to Master the Art of Selling" (over 1.7 million copies sold)
Career Focus: Author; Speaker; Sales Trainer
Affiliation: Tom Hopkins International

Tom Hopkins is an authority on the subject of selling. He is known as America's #1 sales trainer. Tom is quick to admit that his early sales career was not successful. In fact, he failed miserably during his first six months of selling. He learned that the secret to high level productivity is combining a desire to sincerely help others make decisions that are good for them with "how to" training.

Tom's sales leadership has changed the lives and careers of millions of salespeople. By utilizing the skills he teaches today, he became a millionaire at age 27. Tom, the author of 17 books, has reached a wide variety of businesses by providing sales training in several mediums. His first book, How to Master the Art of Selling, has sold over 1.7 million copies and is required reading for new salespeople in many industries.

Tom Hopkins International, incorporated in 1976, is dedicated to teaching others through seminars, books, and audio and video training systems. Tom was a pioneer in bringing broadcast-quality video training to the marketplace, and over 16,000 of his video sales training systems are utilized in-house by companies around the world.

Tom firmly believes that everyone can benefit from utilizing his techniques, concepts, and ideas, and today offers his video library via streaming online so it's now readily accessible to the global market. Everyone is in selling whether it's selling yourself into a job, selling ideas and values to loved ones or selling products to clients. So, why not learn the communication skills to do it well?

Free Articles & Book Excerpts

Blog

http://www.tomhopkins.com/blog

Additional Free Resources

http://www.tomhopkins.com/free_resources.shtml

Tom Recommends

http://www.tomhopkins.com/reading.shtml

Free Chapter of How to Master the Art of Selling Financial Services

https://js167.infusionsoft.com/app/page/financial-services-chapter

Online Sales Training Course

http://www.tomhopkinsvt.com/trial

Free Audio & Video Samples

Free Online Sales Course

http://www.tomhopkinsvt.com/trial

The 10 Biggest Sales & Marketing Mistakes Everyone is Making (and How to Avoid Them

http://www.tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=SG_4300_Strategies_Combo&Attributes=Yes&Quantity=1

Free demo of Building Sales Champions DVD program

http://www.tomhopkins.com/p/8670.html

Sample audio of Tom's Academy of Master Closing CD program

http://www.tomhopkins.com/p/1081.html

Sample audio of Tom's Achieving Sales Excellence CD program

http://www.tomhopkins.com/p/1471.html

Sample audio of Back to the Future CD program with Tom Hopkins and J. Douglas Edwards

http://www.tomhopkins.com/p/1386.html

Sample audio of Low Profile Selling CD program

http://www.tomhopkins.com/p/1461.html

Samples audio of How to Make Your Dreams Come True children's goal setting program

http://www.tomhopkins.com/p/1301.html

Free chapter of How to Master the Art of Selling Financial Services

https://js167.infusionsoft.com/app/page/financial-services-chapter

Tom Hopkins Audio & Video Programs

How to Master the Art of Selling Anything CD

http://www.tomhopkins.com/p/1032.html

How to Master the Art of Selling Anything mp3

http://www.tomhopkins.com/p/4345.html

Online Training

http://www.tomhopkinsvt.com/tour.cfm

How to Gain, Train and Maintain a Dynamic Sales Force mp3

http://www.tomhopkins.com/p/4309.html

Sell It Today, Sell It Now - The Art of the One-Call Close DVD

http://www.tomhopkins.com/p/1533.html

Sell It Today, Sell It Now mp3

http://www.tomhopkins.com/p/4352.html

Academy of Master Closing CD program

http://tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=1081&Category_Code=sales_closing

Academy of Master Closing CD program mp3

http://www.tomhopkins.com/p/4347.html

Achieving Sales Excellence CD program

http://www.tomhopkins.com/p/1471.html

Low Profile Selling CD program

http://www.tomhopkins.com/p/1461.html

The Highlights of the Perfect Sales Process DVD

http://tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=4202&Category_Code=basic_sales

A Collection of Timeless Training program CD

http://www.tomhopkins.com/p/1348.html

The Official Guide to Success CD program

http://www.tomhopkins.com/p/1041.html

The Official Guide to Success mp3

http://www.tomhopkins.com/p/4346.html

How to Master the Art of Selling Financial Services mp3

http://www.tomhopkins.com/p/4353.html

Mastering the Art of Listing Real Estate CD

http://www.tomhopkins.com/p/1001.html

Mastering the Art of Listing Real Estate mp3

http://www.tomhopkins.com/p/4343.html

Mastering the Art of Selling Real Estate CD

http://www.tomhopkins.com/p/1011.html

Mastering the Art of Selling Real Estate mp3

http://www.tomhopkins.com/p/4344.html

Building Lifetime Clients Through Effective Customer Service mp3

http://www.tomhopkins.com/p/4301.html

PDR for Top Performance DVD

http://tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=4291&Category_Code=low_profile_selling

Attitude is Everything DVD

http://tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=4293&Category_Code=personal_development

Tom's Worst Day in Sales DVD

http://tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=4209&Category_Code=personal_development

Back to the Future CD program with Tom Hopkins and J. Douglas Edwards

http://www.tomhopkins.com/p/1386.html

How to Make Your Dreams Come True children's goal setting program

http://www.tomhopkins.com/p/1301.html

Balance Your Life CD

http://tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=1516&Category_Code=personal_development

Be a Champion motivational music CD

http://www.tomhopkins.com/p/1531.html

Motivate Your Mind DVD

http://tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=4204&Category_Code=personal_development

Achieving Sales Excellence CD program mp3

http://www.tomhopkins.com/p/4342.html

A Collection of Timeless Training program mp3

http://www.tomhopkins.com/p/4348.html

Back to the Future mp3 program with Tom Hopkins and J. Douglas Edwards

http://www.tomhopkins.com/p/4349.html

Low Profile Selling mp3

http://www.tomhopkins.com/p/4350.html

How to Make Your Dreams Come True mp3

http://www.tomhopkins.com/p/4356.html

Balance Your Life mp3

http://www.tomhopkins.com/p/4351.html

Master the Art of Mortgage Sales mp3

http://www.tomhopkins.com/p/4305.html

A Day in the Life of a Million Dollar Producer (real estate) mp3

http://www.tomhopkins.com/p/4303.html

Foundations of Modern Selling (J. Douglas Edwards) mp3

http://www.tomhopkins.com/p/4323.html

The Closers - Sales Closes Set to Music mp3

http://www.tomhopkins.com/p/4306.html

Tom Hopkins Books

How to Master the Art of Selling

http://www.tomhopkins.com/p/1035.html

Closing Sales is Easy FREE downloadable eBook

https://js167.infusionsoft.com/app/page/9372fc0beedbc34d32c448531fa293f2

7 Steps to Getting Referrals downloadable eBook

http://www.tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=REPL_7_Steps_Ebook&Attributes=Yes&Quantity=1

Low Profile Selling

http://www.tomhopkins.com/p/1460.html

Official Guide to Success

http://www.tomhopkins.com/p/1043.html

Mastering the Art of Selling Real Estate

http://www.tomhopkins.com/p/1015.html

Sell It Today, Sell It Now - The Art of the One-Call Close

http://tomhopkins.com/mm5/merchant.mvc?Screen=PROD&Store_Code=T&Product_Code=1530&Category_Code=sales_closing

Selling in Tough Times

http://www.tomhopkins.com/p/1570.html

How to Master the Art of Selling Financial Services

http://www.tomhopkins.com/p/4145.html

Laugh Your Way to Health & Wealth

http://www.tomhopkins.com/p/1545.html

Articles by this expert

SelfGrowth articles and saved writing connected to this expert.

15 total

Article

***How to Handle an Angry Client

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the ...Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening.

Recently added

Article

Being Aware of Unique Cultural Needs

If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those ...

Recently added

Article

***Getting People to Buy

What do people want when they come into your place of business or contact you? What makes them choose your product over someone else’s? The specific answer to those questions can only come from your satisfied clients. However, I can address the general answers to help you get started on acquiring satisfied clients in the first place.

Recently added

Article

Defining Success

At the age of six, Corinne Archer* started putting in long hours training in her sport. Long before she entered her teens, she had fixed her mind on a single goal: to win an Olympic gold medal. From then on, she crushed everything out of her life that didn't contribute to her goal. Every ...

Recently added

Article

Sales Professionalism

The challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ... The challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve.

Recently added

Article

Disciplines of Champions

To live a successful life, one of your major goals must be to honestly evaluate yourself and continually strive to become the person you would really like to be. If you want to be a champion in sales, the qualities and characteristics you must develop to do so, will also make you a champion in ...To live a successful life, one of your major goals must be to honestly evaluate yourself and continually strive to become the person you would really like to be. If you want to be a champion in sales, the qualities and characteristics you must develop to do so, will also make you a champion in life.

Recently added

Article

Ten Characteristics of a Great Manager

Being a good manager is like putting a jigsaw puzzle together. The first time you try to fit the pieces together, it takes a while to get everything to fit smoothly. The second time you attempt to make the pieces fit, you are a little more familiar with the pattern. Each time after that, it becomes more and more natural to easily match everything together and have it all turn out right. The pieces of the puzzle a manager has to put together are: 1. advertising 2. recruiting 3. holding productive meetings 4. motivating a person who is in an emotional or financial slump

Recently added

Article

Understanding Questions

Champion sales professionals know that the best mode of operation is to ask questions and to listen to the answers. Although nearly all children ask questions, somewhere along the road of life, we stop asking - or, we ask fewer questions. Some of us even get to the point in life where we feel stupid asking questions. I’m a firm believe that the only stupid question there can possibly be is the one that’s never asked.

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Article

Eliminate Demotivators from Your Life

If you’re one of the millions of people who never seem to get what they really want in life, the reason may be a few simple attitudes you have acquired that I call ‘demotivators.?In my experience training thousands of professional salespeople, I’ve found four common demotivators that we must ...r

Recently added

Article

***How to Set and Achieve Your Goals

Here are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life. 1. Your ... Here are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life.

Recently added

Article

Closing from a Distance

In the past, most companies have divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products. So, companies are more likely to claim as your territory any client who has a need for your specialty. That means your client base may well be anywhere in the world. If that’s the case with you, you’ll do very little face-to-face selling and a whole lot of remote closing.

Recently added

Article

The Value of Good Customer Service

One of the biggest challenges facing any business is keeping in balance. In many businesses, more emphasis is put on getting new business than serving existing clients. Next to sales functions, customer service functions are vital to overall success and must be given appropriate emphasis. Poor customer service will cost a company as much business as will having a poor sales person in the field. Both can damage a company’s reputation and potential for future growth.

Recently added

Websites & resources

SelfGrowth-published websites, downloads, and contributor profile websites connected to this expert.

1 total

Contributor website

TomHopkins.com

http://www.tomhopkins.com

Favorite Quotes & Thoughts from Tom Hopkins

I am not judged by the number of times I fail but by the number of times I succeed, and the number of times I succeed is in direct proportion to the number of times I can fail and keep trying.
Getting in touch with your true self must be your first priority.
Read something positive every night and listen to something helpful every morning.
Successful people begin where failures leave off. Never settle for "just getting the job done." Excel!
Every evening, write down the six most important things that you must do the next day. Then while you sleep, your subconscious will work on the best ways for you to accomplish them. Your next day will go much more smoothly.
The human body has two ears and one mouth. To be good at persuading or selling, you must learn to use those natural devices in proportion. Listen twice as much as you talk, and you'll succeed in persuading others nearly every time.

Contacting Tom Hopkins

ADDRESS: Tom Hopkins International

6501 E Greenway, Suite 103-566

Scottsdale, AZ 85254

PHONE: 1-800-528-0446
FAX: 480-949-1590

WEBSITE: http://www.tomhopkins.com

EMAIL: info@tomhopkins.com

How to get started

Tom Hopkins offers sales training programs, has developed many sales training videos, and has written a number of new books. But the best way to get started is to read Tom's classic book, How to Master the Art of Selling, which he wrote in 1980, has updated several times, and which is still a must-have guide to selling.

For those of you who are not sales people and think that sales skills aren't important for you, I humbly disagree. We are all, at different times of our lives, selling something. We might be selling our ideas to our colleagues or selling ourselves to prospective employers, but in the end, we are always trying to make a sale in some area.

Tom's book is a soup-to-nuts sales guide. It covers a wide variety of topics including:

What the Profession of Selling Really Is.
Asking Questions.
Creating the Selling Climate.
Referral and Non-Referral Prospecting.
Using the Phone.
Putting Champion Selling Power in Your Presentations and Demonstrations.
Qualification.
Handling Objections.
Closing.
How to Sell Your Way Out of a Sales Slump.

If you want to know about selling products or services or selling yourself, then How to Master the Art of Selling is the book for you.

Other highlights

Tom has personally trained over four million students on five continents. He has shared the stage with some of the great leaders of our times, including Zig Ziglar, former NYC Mayor Rudolph Giuliani, Suze Orman, Robert Kiyosaki and Mark Victor Hansen.

Tom Hopkins conducts over 30 live events each year in major cities around the United States. Each program is taught personally by Tom and includes hours of proven-effective, "how-to" selling strategies.

Tom Hopkins VT (Virtual Training) is a subscription-based program that allows you online access to all of Tom's DVD programs.

You can receive 9 free sales training videos by subscribing at: http://tomhopkins.com/