How to Master the Art of Selling Financial Services, by Tom Hopkins
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How to Master the Art of Selling Financial Services, by Tom Hopkins
Ebook PDF Online How to Master the Art of Selling Financial Services, by Tom Hopkins
Financial services representatives have turned to Tom Hopkins for years. His proven-effective, professional selling strategies have helped them learn how to help more of their clients make financial planning decisions. If you represent any type of financial product, this book will help you make more sales.
- Learn effective ways to talk with clients and calm their fears.
- Ask the right questions to get them talking about their needs so you can provide your best service.
- Increase your sales ratios with closing strategies that just make sense to your clients.
- Grow your business with powerful, yet simple referral strategies.
The companies you represent may provide excellent product knowledge, but Tom Hopkins will teach you how to sell those products more effectively and efficiently than ever before!
How to Master the Art of Selling Financial Services, by Tom Hopkins- Amazon Sales Rank: #245693 in eBooks
- Published on: 2015-03-02
- Released on: 2015-03-02
- Format: Kindle eBook
About the Author
Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of sales professionals and business owners in industries from A to Z to serve more clients, make more sales and earn millions in income.
Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years.
Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video.
His client list includes the likes of AFLAC, 24 Hour Fitness, Best Buy, State Farm Insurance, and many others. He also offers live public seminars in cities throughout the world.
Tom has authored 18 books including: How to Master the Art of Selling, Selling for Dummies and his latest release, When Buyers Say No.
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Most helpful customer reviews
17 of 17 people found the following review helpful. Great for your first Hopkins book, too much review for seasoned Hopkins fans By Amazon Customer I've been anticipating the release of this book when I saw it was being published, and as good as Tom Hopkins is (peerless, frankly, in my eyes) in the world of sales skills training, I was a little disappointed in this book.I have read his classic, epic, bestselling and game-shifting "How to Master the Art of Selling", and I have a hard time turning anywhere else when I have questions or want to refresh on the basics. I am aware there are other sales trainers, but for my money (and the money I'll make!) Tom Hopkins is the gold-standard.Some of his other books bear mention here: "Low Profile Selling" is fantastic, replete with scripts and language and good tips for how to approach the sales process without coming off as a pushy, greedy salesperson. His "Guide to Greatness in Sales" is another very good, very on-the-ground counsel for people who find themselves 6 months to five years in the business and are dealing with some of the requisite growing pains.I also can't mention highly enough his 3-CD audio collection; I have relied on disc 2 (Advanced Survival Training) more than I ever thought I would and it kept me going when I was contemplating throwing in the towel.One of the things, I think, that separates Tom Hopkins from the others is that he is selling the profession of selling to all of us, his students, in the best possible way. Demonstrating the principles he teaches, he paints vivid emotional pictures for us to imagine ourselves as successful salespeople, pictures that give us the desire to undergo the training to go out and win. It's brilliant.So I came to the latest book with this deep respect for his teachings, and is perhaps why I was underwhelmed by the book. He surely does update some of his best material for the book, and tailor it in ways to the financial services industry, but much of what he says about sales in the financial services industry - such as that your prospects are nervous about making a big decision with their money, can they trust you with it, your company, etc.? - doesn't differ substantially from sales in other areas too: real estate, corporate purchasing, high-net worth products - anywhere, in fact, where a large purchase is made, so doesn't seem that this advice is tailored or only relevant to the financial services industry.I suppose I was hoping for more script language, more specifically adapted material to financial services, but much of the book dwelt on fundamentals of any sales process - finessing the first impression, becoming referrable, etc - such that after all the exposure I've had to his teachings, I didn't find anything here that made me go "Wow, that's exactly right for my field!"That said, if you are considering this as your first Tom Hopkins book, and you work in the financial services industry, I would say without a doubt that it is an excellent introduction to his teaching, and that once you read this you'd be well-served to visit the previously mentioned works too and mine them for all of their brilliance.
0 of 0 people found the following review helpful. Review: How to Master the Art of Selling…. Financial Services. Exec Summary – Fair, not great. By H. J. Spivack I finished reading Tom Hopkin’s book, How to Master the Art of Selling Financial Services and I was a little underwhelmed by it. In truth, I was sold on the book more by the other reviews than by the book description itself and now that I’ve read it (it was a bit of a slog) I’m not sure that we all read the same book. Several of the reviews point out that the author’s other (earlier) works seem to be better. Perhaps this book is meant to be complementary to those. It’s possible that my reservations about the book stem from the fact that it is very soft skills focused (“Before You Present, Think!”) and very generic. In a way, I feel like more research or a formal collaboration with someone who is clearly in the Financial Services business industry might have benefited Mr. Hopkin’s efforts enormously.As with most books/manuals/training materials, there were some good points and parts to the book, some points that were made well. But in my humble opinion, it takes a LONG time to get to its good points. The first solid piece I liked in the book didn’t happen till page 73 (“Twelve Goals for Asking Good Questions”) and, for a book that’s around 170 pages, that’s pretty far into it.While the book hits quite few of what I would call core competencies, the breakout is less than impressive. For example, the book spends some time talking about goals, that they should be believable, clearly defined, ardently desired, vividly imagined and in writing. Those goals, a key element to any advisor’s business plan, are given relatively short shrift when, they should be a primary focus for the chapter, if not the book itself.I suppose that the reason I found myself struggling to finish the book is that there simply isn’t a lot of depth to the book or the techniques. The expertise displayed here is in the techniques of selling anything, but in this case, its stocks/bonds/annuities/funds/etc. The advice here in this book would apply just as well to cleaning products, encyclopedias or real estate; The book is about selling first, financial services second.All in all, there were some solid points made by the book though they took their time showing up and when they did, they seemed a little short in the specifics. It’s possible that the right market for the book is the new Advisor who is without sales training resources, support or assets to meet their need. If this describes you, this is not a bad resource, but you will probably want quite a bit more not long after finishing it.
5 of 6 people found the following review helpful. Not Impressed. By Kaz I have to say, I believe in Tom Hopkins methods and training for sales. Except for this book. In reality, his early book, "How To Master The Art Of Selling" is really all you need.This book is a good effort to help apply the techniques from HTMTAOS to the financial services industry. The problem is that it falls way short. If you are in the financial services business, look into his early book and get that instead. Then take what you need from there and apply it, you'll learn much more and be much better off for it.If you don't have time to do some trial and error testing with his earlier book, then I recommend "Million Dollar Financial Services Practice" [...] This book is very good as a one stop shop for building your financial business.Again, I do recommend you still find a copy of HTMTAOS especially if you are new to sales in general.
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