Selling For Dummies, 4th Edition

About the Author

Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, he is now chairman of Tom Hopkins International, one of the most prestigious sales-training organizations in the world.

In his late teens and early 20s, Tom considered himself a failure. He dropped out of college after 90 days, and for the next 18 months he carried steel on construction sites to earn a living. Desirous of a career less backbreaking and on the advice of a trusted relative, he went into sales — and ran into the worst period of his life. For six months, Tom earned an average of $42 a month and slid deep into debt and despair. Using his last few dollars of savings, he invested in a five-day sales-training seminar that turned his life around. In the next six months, Tom sold more than $1 million worth of $25,000 homes. At age 21, he won the Los Angeles Sales and Marketing Institute’s coveted SAMMY Award and began setting records in sales performance that remained unbroken until this century.

Because of his unique ability to share his enthusiasm for the profession of selling and the successful selling techniques he developed through his personal experience, Tom began holding seminars in 1974. Training as many as 10,000 salespeople a month, he quickly became known as the world’s leading sales trainer. Today, he presents approximately 30 seminars a year to more than 7,200 salespeople throughout the world.

Tom was a pioneer in producing high-quality audio and ...