How to Master the Art of Selling Financial Services

Great book!! Tom Hopkins gives you examples through the entire book that are detailed and universal. You have to buy this book. 2021 review.

I've been anticipating the release of this book when I saw it was being published, and as good as Tom Hopkins is (peerless, frankly, in my eyes) in the world of sales skills training, I was a little disappointed in this book.I have read his classic, epic, bestselling and game-shifting "How to Master the Art of Selling", and I have a hard time turning anywhere else when I have questions or want to refresh on the basics. I am aware there are other sales trainers, but for my money (and the money I'll make!) Tom Hopkins is the gold-standard.Some of his other books bear mention here: "Low Profile Selling" is fantastic, replete with scripts and language and good tips for how to approach the sales process without coming off as a pushy, greedy salesperson. His "Guide to Greatness in Sales" is another very good, very on-the-ground counsel for people who find themselves 6 months to five years in the business and are dealing with some of the requisite growing pains.I also can't mention highly enough his 3-CD audio collection; I have relied on disc 2 (Advanced Survival Training) more than I ever thought I would and it kept me going when I was contemplating throwing in the towel.One of the things, I think, that separates Tom Hopkins from the others is that he is selling the profession of selling to all of us, his students, in the best possible way. Demonstrating the principles he teaches, he paints vivid emotional pictures for us to imagine ourselves as successful salespeople, pictures that give us the desire to undergo the training to go out and win. It's brilliant.So I came to the latest book with this deep respect for his teachings, and is perhaps why I was underwhelmed by the book. He surely does update some of his best material for the book, and tailor it in ways to the financial services industry, but much of what he says about sales in the financial services industry - such as that your prospects are nervous about making a big decision with their money, can they trust you with it, your company, etc.? - doesn't differ substantially from sales in other areas too: real estate, corporate purchasing, high-net worth products - anywhere, in fact, where a large purchase is made, so doesn't seem that this advice is tailored or only relevant to the financial services industry.I suppose I was hoping for more script language, more specifically adapted material to financial services, but much of the book dwelt on fundamentals of any sales process - finessing the first impression, becoming referrable, etc - such that after all the exposure I've had to his teachings, I didn't find anything here that made me go "Wow, that's exactly right for my field!"That said, if you are considering this as your first Tom Hopkins book, and you work in the financial services industry, I would say without a doubt that it is an excellent introduction to his teaching, and that once you read this you'd be well-served to visit the previously mentioned works too and mine them for all of their brilliance.

This book really answers a lot of unanswered questions for me. I have read this book multiple times. My only complaint about this book is somehow someway my friends steal this book from me when I'm not looking. The last copy I got I literally glued black construction paper over the cover and hid it on my bookshelf but somebody found it and stole it too. This is my 5th copy and this time I'm going to glue an exercise book cover to it, nobody like exercising, so maybe the 5th time is the charm.

I always take away a new leason; even after reading his work time and time again. If you havent read Tom Hopkins "How to Master the Art of Selling" this is a good insight on what to expect. However, if you've read his "how to master the art of selling" this book will seem a little redundant. Still a great read to remind you to continue to study your craft.

Good overview of Tommy’s training. Been to a few of his weeklong trainings and this is a great primer for his all-day events.

An excellent book for everyone involved in selling FS or training sales people. I have been selling for decades and training salespeople but I still got new ideas for my courses, with easy acronyms such as the NEADS, etc.Demonstrates that at the age of the Internet, CRM, Twitter and Facebook, face-to-face selling is still a must, just like this book...

Thank you Tom! Thank you for this needed lesson in the art of helping people and creating a better life for yourself in doing so. Thank you!

Encouraging but the tables when zoomed, get cut throughout and it's very difficult to read

Some great information in these CDs, but since it is a LIVE seminar, you hear him asking the audience to do a couple drills, where there's no speaking for a minute..... a waste of time, i.o! Also, he says "The husband will do this, and she will look at him like that....." but we can't see the gesture he's doing! He also says "We'll tell you how to do that, a little later on...." but later on never happened! Abit of a disappointment, because I thought this would be FULL of info, with him just talking!

The material is very pertinent to financial services. I would definately recommend this book to anyone in the industry. I purchsed this to help with objection handling, and it is gold!

This book provide practical steps, tips and strategies to become successful in financial service industry. All the information is practical.

really good book, i love it

Tom is really funny and has great techniques on how to talk to people, what to say and how to say it. I'm giving this to everyone on my team.