Successful Selling in 7 Steps

If you’re new to sales, or if you’d like a little training refresher on the 7 steps of successful selling, listen to an interview I did with Phil Taylor of Goal Achievers Radio. We discuss what the seven steps of selling are and a couple of strategies for each step. Implement just these simple ideas, and you’ll see how potential clients respond differently to you. They’ll be more open to what you have to say, and buy from you more often than in the past.
The seven steps include the sales steps of prospecting, making a positive initial contact, qualifying potential clients, presenting or demonstrating your product, addressing concerns, closing sales and getting referrals. When you fulfill each step in a preplanned, effective manner, you will gain more new clients than ever before.
Feel free to share the link with others you know who are new to sales or could use a boost. www.blogtalkradio.com/goalachievers/2012/11/12/seven-steps-of-successful-selling-with-tom-hopkins
If you’re involved in network marketing, download a free e-book titled, “Making New People Comfortable with Direct Selling” at http://www.tomhopkins.com/p/DirectSelling.html

Sales Close for “I just don’t have the time.”

When someone says they don’t have time for your opportunity, to book a party, or even just to meet with you, with sincerity say, “I understand, Mary. We all have 24 hours in a day, don’t we? Most people work eight hours. Then, they sleep about eight hours. That leaves eight hours every day of what we can call discretionary time. That means, we get to choose how to spend those hours. I like to call it ‘opportunity time.’ What I do with my opportunity time makes all the difference in the amount of success I achieve in my life, don’t you see? A lot of people who take advantage of the benefits our business has to offer only invest a couple of hours a day in the business. They still find that they have plenty of quality time left for family and other obligations. Why not at least consider the potential gain you can get with a relatively small investment of time?”

By asking questions as part of your response to “I just don’t have the time.” you are getting them started agreeing with you. Of course, they’ll agree there are eight hours of discretionary time. It’s simple math. They’ll agree about whatyoudo with your time and once the ‘yes’ momentum is going, more often than not they’ll agree to take a more serious look at your opportunity.

For a free e-book titled, “Helping New People Get Comfortable with Network Marketing,” CLICK HERE.

Copyright Tom Hopkins International, Inc. For reprint permission, contact Judy Slack (judys@tomhopkins.com).

What to Say When You Hear “I want to think it over”

If you’ve been in sales for more than five minutes, you’ve heard this from a buyer: “I’ll think about it” or “I want to think it over.” It’s almost as natural to them as saying, “No, thanks. Just looking” when asked “May I help you?” Why do they say it so often? Because with average salespeople it works. It stops them dead in their tracks.

But, I know that you don’t want to be average. You have set your sights on being a champion salesperson. Your aim is to serve more clients than the average salesperson. So, you learn and prepare yourself to overcome the most common objections.

So, let me give you the answer you’ve been waiting for. Whenever you hear a buyer say, “I want to think it over,” “We’ll sleep on it,” or “We’ll get back to you,” it’s very likely that they like what you’re offering and are feeling compelled to own it. These stalls are just their way of slowing down that buying momentum because they’re a little afraid to part with their hard-earned money. [Read more…]

Understanding Your Potential Client’s Fear When Selling Financial Services

     Think for a moment about what the greatest enemy is to the process of helping people come to a decision that’s truly good for them. What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching halt? You may think it’s the financial aspects of your offering. Perhaps you think it’s the prospective client’s inability to make a decision.

     Well, if you think any of those things, you are right. But, with selling being what it is — a bottom line business — let’s dig deeper and find the bottom line of what lies between you and your ‘future client’ coming to an agreement.

     If you look at all the enemies to the sale that you and your associates can come up with, you’ll find they have a common denominator. That common denominator is a thing called FEAR. Fear is the greatest enemy you’ll ever encounter as a financial services professional. This includes your fear, the potential client’s fear, market and trend fears and so on. [Read more…]

Selling Fundamentals

Enjoy this 7-minute video on the 7 Fundamentals of Selling. It’s an excerpt from my Building Sales Champions training system with over 9 hours of training.
CLICK HERE TO VIEW

This system is being offered at unbelievable savings through November 26, 2014. CLICK HERE for details about the special offer or call 800-528-0446. Ask for Frank.

Achieving Pro Status in Your Selling Career

achieving pro statusYou may do everything else masterfully but if you can’t close the sale, you might as well be a professional product demonstrator instead of a salesperson. The real pros in selling have certain skills and habits that make them stand out above average.

Here’s a Personal Inventory Evaluation from my book, “Sales Closing for Dummies™.” Read these 16 statements and see how close you are to achieving “pro” status.

  1. I have an ongoing personal plan for self-improvement. As the late great Earl Nightingale said, “If you’re not growing, you’re dying.”
  2. I have achieved mastery over questioning strategies to the point where I can keep the communication moving toward a closed sale.
  3. I listen more than I talk. We all have two ears and one mouth. They should be used proportionately.
  4. I understand and read body language fluently.
  5. I build time for planning into my daily schedule. Fifteen minutes invested in planning at the end of today will save me an hour of time tomorrow.
  6. I know at least four test closes for each of my products (or product lines). [Read more…]

Avoiding Awkward Beginnings in Car Sales

When you meet someone for the first time in your dealership, your goal is three-fold. You want to get them to:

1. Like you;

2. Trust you; and

3. Want to listen to you.

Those three elements are absolutely necessary in order for them to make a buying decision based on the information you share with them.

If they came in after calling and speaking with you, it’s likely you said the right things on the phone to get them to at least come in and see what you have available in both vehicles and terms. You’re starting out on the right foot here. They’ll be curious to learn more. That means they’ll be listening to you. [Read more…]

In It to Win It Amazon Best Seller

in it to win itI recently joined a select group of fellow business experts to co-author the book,
In It To Win It: The World’s Leading Experts Reveal Their Top Strategies for Winning in Business and in Life! The book was released by CelebrityPress™ – a leading business book publisher.

In It To Win It: The World’s Leading Experts Reveal Their Top Strategies for Winning in Business and in Life! was released on Thursday, August 2nd, 2012 and features entrepreneurs and professionals from around the world revealing their top secrets on an array of subjects ranging from health, wealth and marketing, to business success.  Some of the topics covered in the book include meeting client expectations, luxury home marketing, growing your virtual business, keys to highly successful marketing leaders, thinking like an owner, re-engineering your sales force, the psychology of sales and creating loyalty, among others.

On the day of release, In It To Win It reached best-seller status in four Amazon.com categories – reaching #2 in the Direct Marketing category.  The book also reached best-seller status in the Small Business & Entrepreneurship, Marketing, and Entrepreneurship categories.

After such a successful release, I was fortunate to be recognized by The National Academy of Best-Selling Authors™, an organization that honors authors from many of the leading independent best-seller lists.

Order Your Copy of In It to Win It

Ten Steps to Professionalism in Sales

professionalism in salesTo demonstrate professionalism in sales, you must truly become dedicated to your craft. A  professional is a person who has dedicated him or herself to a career — regardless of the field. It’s the opposite of an amateur. Professionals also make more money; could there be a relationship behind that fact? You bet. In selling situations, and in life, the way you present yourself plays a big role in how people think of you and how much people pay attention to what you say. A dedicated professional commands more respect than a casual amateur. Always.

Step #1. Your Attitude.  Are you a professional? If so, let everyone know it. If not, maybe that’s why you’re not as successful as you would like to be. [Read more…]

The Sales Slump Stops Here

Have you ever gone into an emotional slump? A financial slump? A performance slump? Of course, you have. No matter how good your attitude, and no matter how resolutely you confront your difficulties, there will be days when things do not go right.

In my sales training seminars, I teach a 10-step system to cure slumping, whether in business, or in our personal lives. Here they are:

  1. Become highly skilled at what you do. If you haven’t perfected your knowledge and skills, how can you say you’re slumping? Practice, drill, and rehearse to get to the highest level you’re capable of, and you’ll be impervious to slumps.
  2. Burn the past. The past is dead, so get rid of it. [Read more…]