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Small Business Digest



In a tough economy, it is even more important for salespeople to know how to market their company and products and make the sale with new and repeat customers. 

According to Tom Hopkins, there are seven basics of selling:

  • Prospecting
  • Making the original contact the professional way
  • Qualifying the prospect
  • Making the presentation
  • Handling objections
  • Closing the sale
  • Asking and earning the referral

Goal-setting is the most necessary skill to make it all work, Hopkins argues.  Effective goals must be an exciting challenge, adjust to new information and be dynamic.  Short and long-term goals should remain balanced, and goal-setting should be integrated into all areas of life.

He believes five attitudes also can help people maximize their ability to deal with rejection as it occurs:  Create a learning experience from it; make a course correction; use humor; practice; and follow his creed of champions—“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.”

To drive home his point, Hopkins created a graphic-novel format for his book, How to Master the Art of Selling.

“Creating a graphic-novel version required me to distill the concepts down to the essentials, but I found it to be both a challenge and fun,” Hopkins says.  “I think readers will find the enjoyable medium an even better way to retain and enact these effective tactics to improve their own sales skills.”as:

“My philosophy is all about teaching others to expand and intensify their skills, knowledge and the drive within,” Hopkins says.  “Great salespeople simply do the basics very well, and mastering them can make anyone as great as they want to be.”
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