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Publisher's Summary

We've all heard it before: when times are tough, go back to the basics. It seems simple, but the reality is that in good times, many of us let some of the most important principles of selling go by the wayside, which leaves us scrambling when a downturn hits. That's why world-renowned sales expert Tom Hopkins is here to remind us that challenges are a constant aspect of selling and that the key to success is to keep your attitude positive and to never stop striving for excellence.

What's more, Hopkins distills the four key practices to help you get your creative juices flowing and discover and exploit business opportunities that you may not even know existed, including:

  • Success Is In Who You Know: Effectively working with existing clients to generate new leads for business is crucial.
  • Retaining (and Rewarding) Customers: Excellent service and consistent follow-up ensure happy customers and ongoing success.
  • Reducing Sales Resistance: In tough times, people put off making buying decisions. Help them overcome their fears in order to thrive.
  • Converting Clients from the Competition: With fewer new business start-ups for you to pursue, you need strategies for getting clients to consider you over their current providers.
  • Don't just survive, learn how to thrive by turning your challenges into advantages today.

    ©2010 Tom Hopkins (P)2010 Hachette

    What members say

    Average Customer Ratings

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    • Overall
      3 out of 5 stars
    • Russell
    • Seaford, Australia
    • 09-05-10

    Just Ok

    This was a bit tough to get through....some good ideas but a bit boring to be honest

    5 of 5 people found this review helpful

    • Overall
      4 out of 5 stars
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      2 out of 5 stars
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      4 out of 5 stars

    Good Info, but...

    The information is extremely helpful, but the voice is monotone and just drags on. makes it hard to focus on what is being said.

    • Overall
      4 out of 5 stars
    • Anthony
    • La Mesa, CA, USA
    • 06-05-10

    Selling in tough times

    Good info. A little corporate oriented for my taste, but helpful info nevertheless.

    3 of 7 people found this review helpful

    • Overall
      4 out of 5 stars
    • Earl
    • Sachse, TX, USA
    • 04-24-10

    Tom is an ACE

    Tom is aces and he hits the nail right on the head. A must read or listen for the sales professional and sales managers.

    He is to the point and touches on the sales fundamentals we all forget over time.

    Remeber it is sales not brain surgery.

    3 of 8 people found this review helpful

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    • Overall
      5 out of 5 stars
    • Gerry
    • 04-10-11

    An excellent book for sales professionals

    I'm a long term fan of Tom Hopkins and have used his material for over 20 years in direct sales , mainly business to business.

    This book is a review of what selling actually is,what is important to the customer or client and what you can do to stay motivated and make progress in todays economic climate. When things are tough ( as it is for many people n sales today)Hopkins highlights the importance of being client focussed and taking action to both keep and win business.

    As with all his books there is a good mix of sales fundamentals, new ideas and some good techniques to get or stay motivated; to raise the sales game and make progress.

    If you are looking for a motivational 'pick me up' then this is a book that recognises times are tough but you can take some positive steps to move forward, secure in the knowledge that thinsg will improve in the future.

    This is an excellent audio book.

    3 of 6 people found this review helpful