If you looking to read a book to transition your thought process from believing that you can’t excel in sales then this is the book for you. I was always of the belief that a genuine sales professional is born with the “gift of the gab” as the saying goes. However, after reading Tom Hopkins’ book I realised that this is so far from the truth. I have learnt that sales, being one of the oldest professions, is also a true skill and given the right tools and with the right attitude can be learned. My initial read of this book was some years ago, and I find myself referring back to sections when I need to re-fuel my strategies. The first publication of “how to master the art of selling” was in the 1980s, even so, I find this book to still be relevant in today’s age. One does need to adapt the principles, that being said, the book does set the foundation to sales and sales success with very simple to follow techniques.

Extract from the book

I learned a long time ago that selling is the highest-paid hard work—and the lowest-paid easy work—that I could find. And I also found out another exciting thing about selling—the choice was mine, all mine. By myself, I could make it the highest-paid hard work, or I could let it be the lowest-paid easy work. I discovered that what I’d achieve in my selling career was entirely up to me and that what anyone else wanted wasn’t going to make much difference. What anyone else would or wouldn’t give me wasn’t going to make much difference, either. The only thing that really mattered was what I did for myself, and what I gave to myself. Will you agree with me on that? I hope so because the whole point of this book is that the skills, knowledge, and drive within you are what will make you great and that these qualities can be expanded and intensified—if you’re willing to invest time, effort, and money in yourself. Is there any better investment than in yourself? Most of us know there isn’t, but many of us don’t act often enough, or decisively enough, on that belief.