如何掌握销售的艺术
How to Master the Art of Selling
Tom Hopkins · 初版 1980 年
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“《How to master the art of selling》的修订更新版，旨在教授如何在销售中取得成功，包括利用最新调研技巧以及使用电子邮件和在线资源以更快、更高效地达成交易的新内容”——由出版商提供。
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How to Master the Art of Selling
Tom Hopkins · 初版 1980 年
“《How to master the art of selling》的修订更新版，旨在教授如何在销售中取得成功，包括利用最新调研技巧以及使用电子邮件和在线资源以更快、更高效地达成交易的新内容”——由出版商提供。
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这些都是我根据个人经验和成功实践推荐的（没错，这些书间接帮我赚到了钱）：* 汤姆·霍普金斯（Tom Hopkins）-《如何精通销售艺术》（How To Master The Art Of Selling，有些内容有点美式，但从中领悟的核心理念是无价的）* 哈里·贝克威思（Harry Beckwith）-《顾客想要什么》（What Clients Want）* 莉尔·朗兹（Leil Lowndes）-《如何与任何人交谈》（How to Talk to Anyone，虽然不直接讲销售，但这本书带来的影响极大……
I suggest these all from personal experience and success (yes, these books have indirectly made me money): * Tom Hopkins - How To Master The Art Of Selling (some of it is a bit American but the overall concepts learned here are priceless) * Harry Beckwith - What Clients Want * Leil Lowndes - How to Talk to Anyone (not directly sales, but this is a massive…
……在最后。它是专门针对企业级销售（enterprise sales）量身打造的，这类销售非常特殊，但很多技巧也适用于其他类型的销售，尤其是大单高客单价商品。市面上有本比较老的书叫《如何精通销售艺术》（How to Master the Art of Selling），是一个叫霍普金斯（Hopkins？）的人写的，内容很接近。它涵盖了整个销售周期，包括处理客户异议等技能。非常管用。
…at the end. It was tailored to enterprise sales which are specialized but many of the techniques apply to other types of selling, especially high ticket items. There is an older book out there called How to Master the Art of Selling by a guy (Hopkins?) that is pretty close. It covers the cycle including skills like objection handling. It's very effective.
我做销售是从汤姆·霍普金斯的《如何精通销售艺术》（How to Master the Art of Selling）学来的。我还上过他的一门课。齐格·齐格勒（Zig Ziglar）也是另一位很优秀的销售专家，出了很多书和培训项目。
I learned to sell from Tom Hopkins, "How to Master the Art of Selling". He also had a course I took. Zig Ziglar is another good expert on sales with many books and programs.
……我敢打赌，肯定有很多人是因为那篇博文才知道了他们的网站。几乎任何一本销售书都会讲到去推销需要传达什么。《服务美国》（Service America）是一本挺不错的书。汤姆·霍普金斯的《如何精通销售艺术》。还有其他几本好书，但几乎每本销售书传达的信息都一样——解决别人的痛点。持续跟进。Twilio 和 Tropo 在这方面都做得极好。最近我遇到个情况需要……
…I would bet probably got a lot of people to recognize their site from the blog post. Almost any sales book will talk about what it tells to market. Service America is a pretty good book. Tom Hopkins, How to Master the Art of Selling. There are a few other good books, but, almost every sales book has the same message - solve someones pain. Follow up. Both Twilio and Tropo do very well with this. Recently I had a situation I needed…
《怪诞行为学》（Predictable Irrationality）- 这是一本很不错的书。《影响力》（Influence: The Psychology of Persuasion）- 和《怪诞行为学》类似，它们有些重叠，但区别也足够大。《如何精通销售艺术》（How to Master the Art of Selling）- 没前面几本那么管用，不过我现在也没在卖什么东西。然而，它影响了我看待别人试图推销我东西时的想法。《人性的弱点》（How to Win Friends and Influence People）- 我绝对能……
"Predictable Irrationality" - This is a pretty good book "Influence: The Psychology of Persuasion" - Similar to Predictable Irrationality, they overlap somewhat but they're different enough "How to Master the Art of Selling" - Not as useful as the others, but I'm not selling anything right now. It has influenced how I perceive people trying to sell me things, however. "How to Win Friends and Influence People" - I can definitely…