Tom Hopkins Special Sales Academy News

Tom Hopkins Sales Academy

Sales Academy Testimonial: “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

Tom Hopkins Next Sales Academy is Confirmed!

UN-PUBLICIZED SPECIAL VETERAN TUITION RATE 
Sales Academy New Jersey 2018
Marriott Renaissance Newark Airport
May 18 & 19, 2018 
9AM to 4PM each day

We have set aside a block of tickets at only $495
just for past graduates of Tom’s multi-day training events.
When you act quickly, you’ll save $300 off the regular individual tuition.
This block is filling up quickly.

Because of international and corporate commitments this is 
Tom’s only public event scheduled for Northeast United States in 2018
Register Now for Sales Academy Dallas, TX

Nearly 4,000 sales professionals have attended Tom Hopkins’ 2-Day Sales Academy since Tom started offering it just a few years ago. Past attendees of Tom’s multi-day events have gone on to increase their closing ratios by 200%, 300% and more while increasing their incomes dramatically. Tom is the only trainer at this event. Seating is limited to ensure you get all of your questions answered. A comprehensive manual is provided.

You will learn:

  • Definitions for Success in Selling
  • 7 Fundamentals of Selling
  • 7 Ways to Re-Think No
  • The Most Common Concerns and How to Address Them
  • Where to Find New Business
  • Presentation Skills
  • Addressing Concerns
  • Powerful Closes of a Champion
  • Negotiating Your Way to Success
  • 21-Day Follow Up Program to Greatness
  • Plus Much More

We also invite you to enjoy coffee and tea service each morning. We will provide iced tea and lemonade during the afternoons.

Travel and hotel accommodations are not included in tuition.

Continuing education credits are available through this program to members of the Society for Marketing Professional Services (SMPS), the CFP Board and FPSC (Canada).

 

Know someone in your network that can benefit from
Tom Hopkins Sales Academy Training?
Click the image to get more details and
download a special training MP3.
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Tom Hopkins International
465 E. Chilton Dr. #4 Chandler, Arizona 85225 U.S.A.

The Essence of Leadership

The topic of leadership is always popular in business, and in life in general. It’s been a highlight for me to share the seminar stage with some of the greatest leaders in recent history. I’ve met and spoken with people like Former Secretary of State Colin Powell, Former First Lady Barbara Bush, Retired General Norman Schwartzkopf, Zig Ziglar, and Rudy Giuliani. During these wonderful times with them, I’ve done my best to keep the mindset of a student. As a dedicated student, I’m always prepared to ask a lot of questions. I try my best to be an intent listener—especially when I’m around people of the above-mentioned stature. They have shared some wonderful concepts during their speeches and during our conversations that have meant a lot to me.

For example, General Schwartzkopf, who commanded our troops during the Persian Gulf War of the early 1990’s, had a great definition of a leader. He said, “A great leader is an average individual who is extremely well-prepared when an incredible event occurs.” If you think about that definition, we’re all pretty much the same in the beginning of our lives as far as being average people. As babies, we all have the same basic mentality and skill levels. How our lives are lived out depends on how we prepare ourselves by developing skill sets and stretching ourselves with new experiences.

Regardless of what you’re doing in life, you’re either leading or following at all times. As a parent, you lead your children. As a spouse, there are times when you take the lead and others when you follow. As an employer you lead your people. Employees follow the leadership of their companies.

But what is it that makes leaders different? Here are 10 key points about leadership:

  1. L          They fall in Love with what they do.
  2. E         They are Enthusiastic.
  3. A         They have the right Attitude. Attitude is everything when it comes to leadership.
  4. D         They have a Desire to learn everything they can about their situation.
  5. E         They Emulate other leaders who are greater than they are.
  6. R         They have the Respect of the people who are following them.
  7. S         They enjoy the Success that leadership brings them.
  8. H         They are Humble about their success—always open to learning more.
  9. I           They have tremendous Imagination to envision themselves in their next position of growth.
  10. P         They develop a burning Passion for life and for what they do.

There are a few kinds of success that don’t require leadership. A very few. Unless you’re convinced that you’ll never need to display leadership, miss no opportunity to develop it.

What is the essence of leadership? It’s the ability to make your followers believe that you possess superior knowledge of the situation, greater wisdom to cope with the unknown, or greater moral force. Unless you seem to have more of these things than the average follower does, they won’t follow you around the first corner.

Superior knowledge of the specific situation you’re involved with must often be acquired on scene. Greater wisdom comes from study that’s tested by experience. Although moral force is also a learned trait, it springs from an inner commitment to greatness that any of us can make.

One of the best examples of leadership I know of comes from Alexander the Great. Alexander the Great was a Macedonian king and great conqueror. At one time, Alexander led a forced march across and hot and desolate plain. On the eleventh day of this march, he and all the soldiers who were still with him were near death from thirst. Their water supply was gone. Even so, Alexander pressed on. At midday, two scouts brought him what little water they had been able to find—it hardly filled the bottom of a helmet. Their throats burning, Alexander’s men stood back and watched him enviously. Alexander didn’t hesitate. He turned the helmet over and poured the water on the hot sand at his feet. Then he said, “It’s of no use for one to drink when many thirst.” His men desperately needed water—quantities of it—when Alexander was only able to provide a few drops. So he gave them the only thing he did have: inspiration to press on for the good of all.

That’s leadership.

Copyright Tom Hopkins International, Inc. My best self-development content is in the book, The Official Guide to Success. NOTE: We match or beat Amazon investments for my books!

The Accountable Person’s Bill of 39 Rights

This accountable person’s Bill of 39 Rights is a guest blog post by John G. Miller of QBQ, Inc. I highly recommend reading it, and perhaps, taking it to heart.

  1. I reserve the right to choose my words carefully, taking responsibility for each of them.
  2. I reserve the right to worry less about how others live and more about how I live my life.
  3. I reserve the right to share my opinions without fear my character will be attacked.
  4. I reserve the right to not call people names when they disagree with me.
  5. I reserve the right to not be easily offended.
  6. I reserve the right to not live a life of griping and grievances.
  7. I reserve the right to not rejoice when others stumble.
  8. I reserve the right to remember that my actions always speak louder than my words.
  9. I reserve the right to not hide behind the Internet to lash out at people.
  10. I reserve the right to not start or engage in purposeless arguments on Facebook.
  11. I reserve the right to disagree.
  12. I reserve the right to not scream and yell at those who disagree with me.
  13. I reserve the right to use social media in a positive, uplifting manner.
  14. I reserve the right to say “I don’t know” when I don’t know.
  15. I reserve the right to admit when I am wrong.
  16. I reserve the right to work for all I have and not become entitled.
  17. I reserve the right to change the one person that I can—me.
  18. I reserve the right to not speak of things I know nothing about.
  19. I reserve the right to dismiss Hollywood stars who have decided they’re experts in all matters.
  20. I reserve the right to not put any celebrity—including politicians—on pedestals.
  21. I reserve the right to treat all human beings with respect.
  22. I reserve the right to honor my country by honoring its laws as written.
  23. I reserve the right to believe the U.S.A is the greatest nation on Earth.
  24. I reserve the right to vote for politicians based on their competence, experience, and principles—and no other factors.
  25. I reserve the right to not form an opinion until all facts are known.
  26. I reserve the right to makes decisions based on my values, not expediency.
  27. I reserve the right to be more concerned about my integrity than another’s.
  28. I reserve the right to share my blessings with the needy and not judge those who don’t.
  29. I reserve the right to turn off television shows that are counter to my family’s values.
  30. I reserve the right to ignore all talking heads on all television networks.
  31. I reserve the right to tune out any journalist who goes beyond reporting the news.
  32. I reserve the right to object to teachers using my kid’s classroom to share their politics. (Note to 1st – 12th grade teachers: Please stick to teaching reading, writing, and ‘rithmetic!)
  33. I reserve the right to not get caught up in fads, including the latest “diet” plan.
  34. I reserve the right to think before I speak.
  35. I reserve the right to resist marketer’s pitches for shiny new things and spend less than I earn.
  36. I reserve the right to engage in strong, confident, and loving parenting.
  37. I reserve the right to break from group thinking and reason for myself.
  38. I reserve the right to own my decisions and not blame the lousy ones on someone else.
  39. I reserve the right to take personal accountability for my life and make NO EXCUSES!

[Read more…]

I learned 3 things last weekend

Life is a learning experience, isn’t it? Even though I’ve been teaching and training others for 40 years, I learned three things last weekend. This time last week my staff and I were traveling from Phoenix to Las Vegas for our first-ever 2-day Sales Academy. It was held at The Las Vegas Tropicana Hotel–right on the strip. We had mixed feelings about how well people would study with all the distractions, but also felt that having the program in a fun, destination would be a nice reward for them after all their hard work.

  1. Today’s young people are serious about training. The demographic of our audience was younger than usual. And they were not attached to their phones. They were active listeners and participants in the training. They were excited to be there and networked like pros. Their spirit was invigorating and made me optimistic about the world’s perception of the profession of selling in the future.
  2. The F-words apply to all types of situations. No matter how well you prepare for an event (or a sales presentation) something is likely to happen to take you off track or to impact your timing. The more details you add to your plans, the more likely one or more of them will cause challenges. So you must remain Flexible and be prepared to adjust your plans to something different that is Feasible.
  3. No matter your job level, you can provide extra-ordinary service, thus making a difference in someone’s life. The staff at the hotel was phenomenal! It was almost eerie how they anticipated our needs and cared for our attendees as much as we did. Even the folks who serviced the water stations and cleaned up the room during breaks had huge smiles for everyone. Sweaters and jackets left behind were neatly folded or gently draped over chairs. Their 1st class level of service made each of our guests feel important. And isn’t that what selling is really all about?

Copyright Tom Hopkins International, Inc.

Selling Skills Assessment

StrengthDiagnose Your Strengths and Weaknesses as a Salesperson

As a corporate sales trainer, I am often asked about the traits and characteristics salespeople should develop in order to increase sales.  Here’s a personal inventory test for you to determine how you stack up against a top champion sales closing professional. How many characteristics and traits can you say that you have? [Read more…]

Time Planning is Worth Your Time

Most people don’t set out to waste their time. They want something for it. In fact, all but a few of us want every nickel we can get for our time when we’re selling it. This is as it should be. But most of us are less determined to wring all the other values from our time that are there for the taking. In other words, most of us don’t work as effectively as we could at the business of becoming more productive.

The way to change this is through time planning. Let me give you some reasons why this is so important. [Read more…]

Why Some Do and Some Don’t Succeed in Sales

Succeeding in SalesFor years a question has bothered me. Coming from failure to a degree of financial success and then becoming a trainer, I have seen and personally experienced a wide range of conditions. I have been very low on money, achievement, and self-image, and have changed all that for the self-image and actual substance of success. What constantly impresses me is how little difference there is between successful and unsuccessful people in intelligence and, very often in how hard they work. Being a failure, or getting by only through long hours of labor is not easier than being a roaring success – in fact, it’s whole lot harder.

The question that has troubled me from the beginning of my training career until recently is this: What is the essential difference between the all-around successes and the people who are all-around failures? [Read more…]

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…]

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…]