Tom Hopkins Sales Training Special Offer

Tom Hopkins’  Proven Closes that Make Potential Clients Say, “Yes!” More Often!

How is it that in a world of sales professionals with similar training, motivation and initiative, only a select few sell more and make more money?  The reason is the elite have mastered more closes, and are better skilled at delivering them when buying signs appear.

My powerful audio program titled, “Academy of Master Closing,” is one of his most advanced sales courses around. It normally retails for $225.00 plus tax and shipping.   You can acquire this audio program in CD format, as an MP3 instant download, or on a USB flash drive. The program consists of nearly 8 hours of advanced selling skills training just on the topic of closing sales and includes the student manual used by those who attended the live program.

Order Academy of Master Closing on CD        Order MP3 version of Academy of Master Closing      Click to order Academy of Master Closing on USB Flash Drive

My own sales career took off after I mastered over 60 sales closes.

Should you master all of them like I did?  Maybe over the course of your career. For now, you only need to know a few more than your competition does.  The key is to recognize what selling situation you are in and which close to use. I cover 22 of them in this program. I’m confident you’ll find several that will make a difference in the results you’re getting.

Academy of Master Closing Audio Sales Training Course

If you have an understanding of the basics let me take you beyond — to the Master Closer level.  Let me show you how to develop the art of closing the sale by understanding what the art is, how it affects you and others.  Here are some of the topics in this course:

  • Communication tools of the greatest Sales professionals
  • Avoiding the destroyer of sales
  • 5 reasons people don’t buy
  • Common personality types
  • Rapport Building
  • Three main sources of objections
  • What salespeople really do when they close
  • Eliminating closing distractions
  • The add-on sales process
  • Referrals
  • Dealing with the competition
  • Plus many labs and closing scripts

This course was recorded before a live audience at an advanced 3-day sales training seminar.  It is available in 3 formats, CD, MP3 Download or USB Flash drive.  This training is revolutionary information that separates those who earn $85,000 a year in sales from those who earn double that amount or more! You might be surprised to learn that you can try the Academy of Master Closing for 30 days with our money back guarantee. The current special investment is just. My students tell me it’s worth every penny.

Order Academy of Master Closing on CD        Order MP3 version of Academy of Master Closing      Click to order Academy of Master Closing on USB Flash Drive

Tom Hopkins International
465 E. Chilton Dr. #4 Chandler, Arizona 85225 U.S.A.
If you have a question click
Click here to contact customer service
or call us at 1-800-528-0446

Monday through Thursday from 8AM to 5PM
Mountain Standard Time

How to Guarantee You’ll Never Meet Your Quota

Beat your quotaLet me show you how to guarantee you’ll never meet your quota. It’s really easy. When you organize yourself to just meet it, you’re not very likely to achieve it. By operating that way you’re setting yourself up to generate less revenue for your company and fewer dollars for yourself. It’s actually why so many people never meet quota. All they do is set their sights on meeting it.

How’s that again?

What I’m saying is this: If all you try to do is meet the quota, you’ll never do it.

Why not?

Because you’ll organize your activity to hit the mark—which means barely meeting it–usually on the last day of the month. In the normal course of business, something will almost always go wrong with part of your plan, resulting in at least a small shortfall. Don’t be the salesperson who ends the month saying, “Had it in the bag. Then Jasper Jones fell apart on me. If it wasn’t for that, I’d have hit the mark.” That’s what happens when you aim to be average. In order to meet your quota every month, quarter, or year, you need a different strategy.

Begin by organizing your activity so you can double your quota. What will it take to make that happen? It’s easy to figure out. Just do the math. You must know what it takes to hit the mark. Double it to picture what has to happen to go beyond. Then, plan your activity as if this doubled amount is your actual quota. This way, when Sara asks for different terms, Kyle cancels an order, and your big client committee delays a decision, you’ll still do well with the other sales you’ve closed. When you do start hitting 200% of quota because of your increased activity, bump your goal to 300%. It can and has been done by students of my training. They implemented different strategies. They detailed out their activity plans. Those past graduates of my training followed through…and doubled and tripled their incomes.

Don’t meet any quota that’s set for ordinary people. Change your mindset and demolish it!

Copyright Tom Hopkins International, Inc.

Excerpted from my book, The Official Guide to Success.

Believing in Yourself as a Sales Professional

Believing in yourself, being confidentBelieving in yourself is the first step to success in sales. A lack of self-confidence will be evident to others and cause them to hesitate doing business with you.

On a scale of 1 to 10 (with 10 being “outstanding”), how strongly do you believe in your abilities as a sales professional? I’m going to assume you believe in your product. If you don’t, stop reading and start researching a product that you can believe in. Your own experience with and conviction in the value of your product will impact your sales as much as — if not more than — any selling strategy I can teach you.

Now, back to the original question, do you believe in yourself? Do you believe in your abilities, your competence as a sales professional? Really think about this. You probably aren’t equally good in all areas of the sales process. Few are. If you believe yourself to be great at prospecting, yet less-than-great at qualifying, you may be doubling your presentation time (presenting once to the non-decision-maker and again to the real decision-maker). If you’re great at presenting, but hesitant about asking people for their money, your ratios will show it. Any of those things can negatively impact your belief in your ability to succeed.

Ask yourself, and honestly answer these questions:

  • Do I start my day feeling physically and mentally at the top of my game?
  • Is my day well-planned, allowing for emergencies, or will I figure out my schedule when I get to work?
  • Is my hair well-cut and styled? Are my nails manicured (even if they’re self-manicured)?
  • Does my clothing fit well and comfortably? Is it pressed and clean (no spots or stains)?
  • Is my mode of transportation in good repair and clean?
  • Are my presentation materials so well organized that I could give a sound presentation should I meet a qualified client while I’m out and about?
  • Am I generally prepared to be all I can be as a true sales professional?

Each of the areas listed above impact your belief about how your day will unfold. If you’re wondering in the back of your mind if the client will notice your scuffed shoes, you’re not at your best in the “front of your mind” where effective selling occurs. If you notice you’re running low on gas on the way to a client meeting, you’ve just upped your stress level. If your desk or computer screen has multiple projects going at once, how much of an impact do you think you’ll be able to make with each one?

True sales professionals understand how important their beliefs, attitudes, and self-discipline skills are to their careers. They take care of themselves physically and mentally to be at the top of their games when in the selling arena. They pay attention to their grooming. They invest in quality clothing. They take advantage of organizational skills, strategies to help them focus, and preparation time. All of these things enhance their ability to believe in themselves as professionals thus doing the best job possible for the people they serve.

Copyright Tom Hopkins International, Inc.

Learn more about how to professionally serve your clients through my training here>> http://www.tomhopkins.com/training.shtml

Tom Hopkins Sales Academy Dallas TX, September 2017

Join us September 15th & 16th, 2017 in Dallas TX

Our next life-changing program is coming to the Hyatt North Dallas, Richardson TX.  Details about the venue and how to get a special Sales Academy room rate will follow after you register.  Look for an email from tomhopkins@tomhopkins.com.

Since you are a attending as a member of the Joe Cunningham group you are entitled to attend at the $545.00 rate ($250.00 off regular tuition).   Only attendees referred by Joe Cunningham are eligible for the special rate and incentives.

Register Now Tom Hopkins Sales Academy Dallas TX, September 2017

“It has been unbelievable since our team stopped using the nasty words. All our people are on fire because of what we learned at Sales Academy Las Vegas. I am looking to bring an even larger team with us the next time.”

Sergio Alvarez
AllStar Plumbing

Added Incentives

In addition to the special tuition, a limited number of incentives are available on a first come, first served basis.

  • Top champion wins a Picasso litho valued at over $4000.00
  • Art awards and trophies handed out to top finishers in competition
  • Up front seating for first 30 registrants
  • Opportunity to network with other top sales professionals
  • Groups of 5 or more attend a private Q & A session with Tom (Limited Seating)

Save Your Seat Today:

Because Tom wants the best student experience during Sales Academy, seating will be limited. This relatively intimate setting allows for a better experience, including the opportunity to network with other attendees and to have questions answered directly by Tom Hopkins. Early registration is highly recommended.

Register Now for Tom Hopkins Sales Academy Dallas TX, September 2017

Included with your Tom Hopkins Sales Academy Dallas TX, September 2017 tuition

  • You get 2 days of training with master sales trainer, Tom Hopkins.  Training is 9:00 am to 4:30 pm on Friday and Saturday.
  • A comprehensive, student manual with all of the strategies and tactics you will learn at the program.
  • Opportunities to talk with Tom Hopkins about your sales career.
  • Opportunities to network with fellow students

Our Goal is Your Success,

Tom Hopkins

When “No” Really Means No Sale

There will be times when “no” really means there’s no sale to be made. It’s just part of selling. As a sales champion, it’s important to recognize a true “non-selling” situation as early as possible during interactions with others. That’s so you don’t waste their time or yours attempting to move forward in the sales process.

On those occasions when the “no” you hear is truly a final one, you still have a sale to make. This new sale is to win the opportunity to stay in touch with these folks. Their circumstances or needs may change in the future. Your goal, now that you’ve connected with them, is to stay top of mind if and when they need your particular product.

To get their permission to say in touch say something like this: “Sue, I understand that now is not the time for you to consider a product like mine. Should things change in the future, though, I’d like to be the one to serve your needs. May I have your permission to stay in touch with you every now and then? I promise not to be a pest. I’d just like to keep you informed of new developments that might be of interest to you.” Your goal, once again, is to keep the opportunity for the sale moving forward. Getting a commitment to revisit a potential client whose “no” means “not now” does just that.

Even in situations where a potential buyer is not going ahead but has interest, ask for referrals. Just because he or she aren’t in a position to purchase your product doesn’t mean they don’t know someone else who is. If people really do like what you’re selling, they’ll be open to suggesting it to others who might be more likely to make a purchase now. It happens all the time, but only when you ask.

Copyright Tom Hopkins International, Inc. Let me help you and your sales team improve the results you’re getting. Share this post with others you know who are in sales. To learn more on this topic, read my book titled, When Buyers Say No.

Podcast Interview

Real estate investingI did a podcast interview with Rod Khleif of Lifetime Cash Flow through Real Estate Investing. Rod has graciously agreed to allow me to post the link to the interview here. I hope you enjoy listening in.

Listen in here>> https://itunes.apple.com/us/podcast/ep-98-tom-hopkins-returns-tom-is-recognized-as-worlds/id1097449598?i=1000381280696&mt=2

Here’s some of what you will learn:

  • First and most important thing to learn to improve your sales skills.
  • How to use The Chamber of Commerce as a resource.
  • Selling is not what most people think it is.
  • The 2 extremes in personalities and temperaments.
  • The traits of the best sales people.
  • The greatest investment a person can make.
  • The importance of Practice.
  • Practice, practice, practice, (lessons learned from watching Tiger Woods practice golf.)
  • Repetition is the mother of skill.
  • The importance of using scripts and elevator pitches.
  • How to overcome your fear of sales.
  • Using rituals to improve your confidence.
  • What is a shower card?
  • The importance of gratitude – count your blessings every day.
  • People say yes to your enthusiasm and excitement before they say yes to your technical skills.
  • Consider doing 2 things at once.
  • The steps to truly master the art of selling.
  • How to get started in selling for absolutely nothing.
  • The basics of negotiation.
  • What is the difference between an objection and a negotiation point?
  • “5 Words to Live by, Do What You Fear Most. It’s what most Top Producers Do!”
  • We all have 86,400 seconds in a day. Do the most productive thing possible at every given moment.
  • Focus and set priorities – don’t waste time.
  • “Work harder on yourself than you do on your job to become a person people like and trust and want to listen to.” – Tom Hopkins
  • Love people and use money. Never love money and use people and you will make all the money you could ever spend.” – Tom Hopkins
  • “You’re in the people business, work on the skill of getting along with people.”
  • The things that have made the biggest difference in my life.

Book recommendation: How to Master the Art of Selling

Stop Setting Goals for Number of Calls!

prospecting goals for number of callsWhen setting calling goals, stop setting goals for the number of calls you’ll make when prospecting! If you write down this as a goal: “I will make fifteen prospecting calls starting at nine tomorrow morning,” you can make all fifteen of those calls and have nothing.

Instead, set success goals: “Tomorrow at nine I will start telephone prospecting, and I will continue prospecting until I have three confirmed meetings to demonstrate my product to people I believe can and should own it.” Set a reasonable success goal and then do it. Stop for meals, go home nights, but keep prospecting until you achieve your success goal. [Read more…]

Setting Realistic, Achievable Goals

Realistic, Achievable GoalsWhen it comes to setting realistic, achievable goals, there’s definitely a system involved. Once I gained a clear understanding of how goals should be set and what they could do for me, I studied everything I could find on the subject. I went so far as to draft up a document that looked like a legal agreement to write my goals on, called it my Proposal and Agreement. I would fill out the form, “approve the paperwork,” and read my list of goals every morning and night. Once a goal was completed, I would write the word “Completed” and the date across the document in red ink. Then, I would put the document into a binder for safekeeping. Whenever I had a down day, I would pull out that binder and review all the goals I’d already accomplished. Seeing those documents always gave me a mental and emotional lift. They also reminded me of what happens when you stay focused.

You are welcome to download my Proposal & Agreement form here: http://www.tomhopkins.com/pdf/ProposalandAgreement.pdf

Read through it. Then, take your goal setting practices seriously. Goals aren’t meant to be a glorified “to do” list. They’re way more than that. However, once your goals are set, you will find yourself adding items to your daily “to do” list that help you move toward the achievement of those goals.

Why are goals important

Goals help you to discipline yourself to achieve those things that you desire. Desire, without discipline, leads to disappointment, disillusionment, and depression. And no one wants to go there. So, let’s talk about setting those achievable goals.

There are two types of goals: 1. Short term – no longer than 90 days, and 2. Long term – starting with 20-year goals then breaking those goals down to 10-year, 5-year, and one-year goals that are stepping stones to your large goals.

I discovered several criteria for setting achievable goals. I’m happy to share them with you here. Your goals must be:

  1. Better than your best, but believable. If you can’t even imagine achieving them, you won’t take the steps necessary to do so.
  2. Worth committing to. Don’t set a goal for something frivolous just to set a goal. You ARE going to commit time to achieving them so make it worth your time.
  3. Clearly defined. Don’t write that you’ll buy a new car with cash. Write out a detailed description of the car including make, model, color, and any other option you want.
  4. Vividly imagined. If you can’t close your eyes and see, hear, feel, smell, and taste the object of your goals, keep writing until you can. Be so descriptive that another person could read the description and know exactly what you’re talking about.
  5. Ardently desired. I happen to love that word “ardently.” It’s about having an intense passion for your goals. You don’t just “want” them. You “have to have” them.
  6. In writing.

Set goals for what you want to be, do, and have in your life. Give this some serious thought–perhaps a couple of hours the first time you do it. Or, let the ideas percolate for a couple of days before starting to write. Just be sure to do it.

What else to consider when setting goals

Another important element to setting realistic, achievable goals is that they’re your goals, not goals that others tell you that you should have. If everyone else you know says owning a Mercedes is the ideal car to have as a goal, but you prefer Jaguars, don’t let them influence you. You won’t work hard for goals that aren’t your own.

I highly recommend that you set goals in at least four areas of your life for starters:

  1. Financial independence – this would be a specific net worth amount.
  2. Emotional stability – this is about understanding what makes you happy and gives you a sense of mental strength.
  3. Physical fitness – there’s no sense in achieving in other areas of your life and losing your health along the way.
  4. Spiritual fulfillment – if what you believe in doesn’t matter, it doesn’t matter what you believe in. I’m not saying that you must be religious. Just understand that we are spiritual beings and feeding that spirituality is important to living a life of balance.

Once you have your goals set, plan your days around their achievement. Review them at least once every morning when you rise, and every evening before going to sleep. Use them to set the stage for how you’ll live each day.

Copyright Tom Hopkins International, Inc.

Working with Hostile Buyers

hostile buyersIt’s inevitable that you’ll eventually find yourself working with hostile buyers. Confronted by a buyer who has suddenly turned hostile, average salespeople get anxious about their own dignity. If it requires shouting before withdrawal, they shout; if their dignity allows a silent stomp out, they silently stomp out—to oblivion with that particular buyer in either case.

Champions see the situation in an entirely different light. They know at once that their buyers are in pain—that countering the buyer’s hostility with more hostility is non-productive—that their own dignity is beside the point. As human beings they want to help relieve the other person’s pain; as business people, they want to move that pain aside so they can get on with business.

Here’s how Champions win by casting themselves as the good guys: They keep calm, listen carefully, and speak to the heart of the matter at the first opportunity.

“Jim, I’m getting the feeling that you’re really more troubled by something that has nothing to do with me or my company than you are about what we’ve been discussing. [Don’t pause.] I’d like to understand what’s bothering you. Why don’t you lay a little of that burden on my shoulders? I think that’ll make it easier for both of us. Getting things like that off your chest is something you just have to do, and talking to someone not directly involved can be a great way to clarify your thinking about a challenge. Would you like to tell me about it?”

Speak clearly as you say these words, and don’t hurry them. The hostile buyer usually waffles at first—denies that he has a problem or pretends to ignore your statement. But, then, if you’ve demonstrated genuine empathy, chances are that he’ll drift into talking about what’s bothering him. Once he gets started, he’ll probably use up the available time telling you all about it. Don’t worry. He’ll invite you back, or he’ll say something like, “Enough of my personal problems. Let’s get back to the matter at hand.”

There’s almost always a way to win buyers over when you get yourself out of the way.

Copyright Tom Hopkins International, Inc.

For more information on how to work effectively with buyers, read When Buyers Say No.

Four Time Traps that Kill Sales

time trapManaging time really means, we manage ourselves. That includes avoiding the time traps that plague salespeople. Sadly, many of us are keeping ourselves from achieving the success of our dreams because these four time traps kill sales.

  1. Disorganization – How much valuable selling time has been lost or compromised because we’re looking for information, our keys, or an address? Have you ever been flustered at the beginning of a meeting with a prospective client because you lost track of time? How about forgetting their suite number and having to backtrack to the directory to find their office in a large complex? These are all things that we can and should control if we want to be successful. By being organized and giving attention to the details of every aspect of our business life will allow us to have more and better quality interactions with potential clients.
  2. Procrastination – This includes underestimating the amount of time something will take. Stop putting things off until they “have to” be done. Try increasing your time allotment in preparing for client contacts by 20% and feel the difference in how you feel. It’s likely you’ll feel more calm, more competent and prepared. And that competence will show on the outside–increasing the confidence potential clients have in you. True professionals in sales do what needs to be done when it needs to be done. They battle procrastination at every turn, instead economizing on their preparation time to allow for more client time.
  3. Unnecessary or unnecessarily long phone calls or meetings – Treat every client contact like a meeting. Set a goal for it. Prepare a brief agenda (so you don’t forget to cover any key points). And, estimate how long the contact should take. Remember to add 20% of time to allow for important sidebar comments your client might make. And, write out how you anticipate ending the contact. A brief summary of what was covered is a good strategy. When you don’t have a plan for your client contacts, you’re giving the clients free rein on your time. If you do business with people who tend to be chatty, set the stage at the beginning of your contact with them with something like this: “Paul, I’m happy we’ve connected today. I’ve prepared heavily in order not to waste your valuable time. I believe we can cover all of our most important topics of discussion by 11:30 so we can both move on to our next commitments in a timely manner.” This sets an end time for the contact that will, hopefully, be honored by both of you.
  4. Unconfirmed meetings. Stop being afraid that people will cancel on you if you check in with them the day before or morning of a scheduled contact. We’re all busy people. Not everyone watches the clock. It’s easy to underestimate the time needed for things (see point #2 above). Send a quick email or make a brief call prior to your scheduled meetings and say something like this: “Hi Sue. I’ve worked hard in preparation of our time together. I’ll be ready promptly at 2 for our meeting. I promise not to waste your time, and to provide you with the information you need in order to make a wise decision about (name one of your benefits).” When the recipient knows you’ve done work in preparation for the meeting, they’ll feel at least a twinge of guilt if they were thinking of cancelling. If you confirm by phone and something has come up to require a change of plans, at least you’ll have them on the phone and be able to re-schedule right then and there.

[Read more…]