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9781504671422

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Tom Hopkins is chairman and founder of the renowned sales-training organization Tom Hopkins International. He is a member of the National Speakers Association and the author of the national bestseller How to Master the Art of Selling. Today, more than thirty-five thousand corporations and millions of professional salespeople throughout the world use his professional sales-training materials. After graduating from high school and spending seven years lying on basement floors working on greasy washing machines as an appliance mechanic, Pat Leiby decided there must be a better way. Remembering the friendly debit insurance salesman that called at the Leiby home, Pat got a job with the same company in a poor neighborhood in Akron, Ohio. Pat quickly became hooked on sales, but debit accounting was not his forte. For the next several years, he developed his own personal skills and system of selling, which turned out to be a blessing in disguise. By applying that system, which is the basis for the strategies within these pages, Pat increased one company's sales volume by 500 percent and has been the number one salesperson in various other companies since. Currently, Pat designs sales presentations and trains timeshare sales professionals who have done over $2 billion in sales volume with his system.

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