SELLING IN TOUGH TIMES Secrets to Selling When No One Is Buying

This is one of Tom Hopkins’s many excellent books on how to be successful in sales. He shows how returning to basics—prospecting, qualifying, selling, servicing, and relationship building—is the best way to earn business and loyalty in a pessimistic environment. The advice is organized in compact mini-lessons on a wide range of skills and habits—such as soothing customer fears, staying positive, understanding cycles in your industry, and knowing the specifics of relentless customer focus. The author’s narrative performance has moments of relaxed spontaneity and some charming phrasing signatures. But in much of this recording, his enthusiasm is expressed with such a small range of clichés that his sincerity and the richness of his advice are too often crowded out of the listening experience. T.W. © AudioFile 2011, Portland, Maine [Published: AUGUST 2011]