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 PRE-ANNOUNCEMENT
Sales Academy Los Angeles (San Gabriel) 2018
March 2 & 3, 2018 
9AM to 4PM each day
Bonus: 1st 9 Next 6 Registrants Join Tom for Lunch During the Training

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 available ONLY FOR 10 DAYS or until the block fills up.

Register Now for Sales Academy Dallas, TXBecause of international and corporate commitments this is 
Tom’s only public event scheduled for California in 2018

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.
Click to download Tom Hopkins qualifying MP3

 


 

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

Tom Hopkins International
465 E. Chilton Dr. #4 Chandler, Arizona 85225 U.S.A.

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

Your Level of Conviction

You Truly Convicted?

What’s your current level of conviction about your industry and the products you offer? Do you believe 100% in the industry you represent? How about the products you’re offering?

There’s a maxim in the sales industry, “You can’t sell from an empty wagon.”  What does that saying mean to you?

The idea it conveys is that if you want to excel in the sales profession, you must have something of value to sell (or at least believe you have something of value.) Potential clients must perceive that value before they will trade you their money for it. It is even more important that you, the sales professional, perceive and believe in that value first.

Do you think it is possible that some salespeople sell products or services they don’t believe in? The truth is that many salespeople are not fully convinced of the value of their products or services, of their pricing structure, that their company provides quality customer service or has the best interests of their clients in mind, or that their sales manager or company management is competent.

What do you believe about your company and your industry? This is time for some serious thought. Your level of conviction about what you offer to clients and potential clients directly affects your compensation. In fact, your compensation is a mirror reflection of the amount of service you give.

Most people can’s provide good service if they don’t believe in what their products do for their clients. Your level of conviction also directly affects your job satisfaction. It directly affects your internal access to your sales potential. If you don’t feel great about what you do, you will subconsciously limit your ability to truly excel in your endeavors.

When Buyers Say NoExcerpted from When Buyers Say NoCopyright Tom Hopkins International, Inc. & Tigran LLC

Professional Selling – Automotive

Professional Selling AutomotiveMany automotive salespeople who haven’t yet reached the professional stage think professional selling is exactly the opposite of what it really is. They get started. They learn the product and what the special offers are then push them on the next client who comes into the dealership.

When you entered the selling field, you may have thought, “Now my job is to talk and talk and talk.” So off you go. “Here it is folks. The single, best answer to your driving needs. Oh, you’re going to love it. You’d better get one now before we run out of inventory!”

The professional automotive salesperson, the true Champion, realizes that people have two ears and one mouth, and that they should be used in those proportions. This means that after talking ten seconds, you switch your mouth off, switch your ears on, and listen for 20 seconds. This also means that instead of overwhelming your future client with your knowledge of the automotive industry and your particular line of vehicles that, you encourage them to tell you what they know, what they need and what they want.

Let’s compare the two methods. [Read more…]

Earn the Right to More Yeses

Even though you may have won a yes from your buyer, it’s important to continue to earn the right to more yeses. People buy from sales pros they trust. Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), it’s time to get some referred leads.

You begin this step of the sales process by creating an exceptional buying experience for each person. Realize that this is just the first step. Just because people love buying from you doesn’t mean they’ll give you referrals. You will still have to ask for them–in a completely professional manner.

It’s highly likely that your new clients will be telling others about their new product or service, and about how nice you were. People love being the one who referred others to a great product or excellent service. It allows them to become somewhat of a hero in the minds of those other people. And, who doesn’t want to be a hero?

Setting the stage to ask for referrals should happen fairly early in your sales process. It can be as simple as stating, “Our objective is to provide such exceptional service that you can’t wait to refer us to your friends and colleagues.”

Or, you could incorporate a story about another client into your presentation as you tell about a benefit of your product. That might sound like this: “A client referred me to Sheila, an office manager who said her company had a challenge with…” It’s a bit more subtle but still gets the point across that “people refer others to me.”

more yesesAnd, here’s an extra little hint for getting multiple referrals. When your buyer goes to their contact list to get you the information to reach out to Aunt Martha or Bob in another department, their whole world is right there at their fingertips. It’s super easy to ask them to also grab the contact information for three to six other people who could benefit from your product or service.

When you incorporate asking for referrals into every client contact (professionally, not in a pushy way), you practically guarantee yourself a successful career. Don’t think of it as asking for something else from buyers. What you’re really doing is offering to serve the needs of their friends, relatives or associates.

Copyright Tom Hopkins International, Inc.

The Three Principles of Rapport

Building Rapport

Building Rapport

In the world of selling, there are three principles of rapport. Working with them will increase the probability that your potential clients will buy from you:

  1. Buyers like salespeople who are like them.

Have you noticed how friends adopt each other’s behaviors? Friends tend to talk to each other at a similar speed and with a similar volume. Friends tend to adopt similar behaviors such as in their postures, facial expressions, and gestures. This same exchange of behaviors occurs when you establish rapport with buyers. You and your buyers will gradually begin to adopt similar behaviors. As your behavior becomes more like theirs, you make it easier for your buyers to like you.

If you doubt this, think about the last time you were with someone who used drastically different postures and gestures than you. At first, you would have been uncomfortable—trying to recognize what those postures and gestures meant. In effect, you were trying to translate that person’s body language into something to which you could relate. Once the understanding was there, you probably felt more comfortable. It wasn’t a matter of whether or not the other person was likable. It was more along the lines of whether or not you understood him. [Read more…]

The Time Trap Close

retirement

Retirement Lifestyle

The Time Trap Close works best with larger ticket items such as retirement plans, or long-term investments. Your goal with it is to get people to admit they need to take action today to ensure the future of their dreams.

People are funny. That’s because we’re emotional beings. We have big dreams for our futures whether that future is the coming weekend or retirement in 25 years. We envision grand adventures, but few of us invest the time and effort required to make those grand plans a reality. Granted, it’s easier to make things happen for a weekend of fun or entertainment just because of our enthusiasm. It’s a bit harder to get and stay enthusiastic about something that may not happen until a much later stage of life.

Use the following words to help people gain perspective on the need to plan and act today in order to have the tomorrow’s of their dreams. [Read more…]

The Triplicate of Choice for Money

I’m often asked how to eliminate money objections. The single best strategy I have is the triplicate of choice for money strategy.

Here’s how it goes: You suggest three different ranges of “investments” for your type of product. Then you ask the buyers what range feels most comfortable to them.

Most buyers will give you a range. Some will not. Those who don’t will say something like, “I don’t know what to expect in purchasing X because I’ve never considered it before.” And, those people will be handled differently. But, for those who already know about and/or own your type of product, the triplicate of choice is great for eliminating a money concern. By giving them a range of amounts up front–before you present–you will be able to adjust your presentation to deliver a product that suits their budget.

Here’s an example of what this strategy might sound like:

“Most people interested in acquiring this type of equipment with its standard options are prepared to invest $12,000. A fortunate few can invest between $15,000 and $20,000 which allows them to include all of the premium options. And then there are those on a limited or fixed budget who— with the high cost of everything today—can’t go higher than $10,000. May I ask, which of these categories does your company fit into most comfortably, Mary?”

“We were thinking of spending about $12,000.”

Why did she say that? In actual fact, Mary possibly didn’t have an exact amount in mind. She doesn’t want to be in the bottom category, so Mary opted for the middle figure.

I’ve structured the figures to allow me to say at this point, “What I’m excited about is this: the machine that meets all your minimum requirements involves an investment of only $10,000—substantially less than the amount you’re prepared to spend.” After you’ve completed your presentation and asked for the order, Mary can’t say “it costs too much” now, can she?

I’d still be okay if Mary had assigned her company to the lowest category. You see how it works. Structure this technique so that you come up a winner no matter what figure they pick. This is the best single strategy for eliminating the money as a potential objection later in the process. In fact, many sales are made at this point, it’s just a matter of presenting the product that’s best for them. You may not even have to concern yourself with addressing concerns or using closes that are typical of most selling situations.

Copyright Tom Hopkins International, Inc.

How to Keep Clients Happy

Mastering selling skills to gain new clients is one thing. Learning how to keep clients happy is another. If you’ve been in sales longer than six months, you have probably already learned that clients can be quite fickle. The reality of selling is that buyers can change their minds about doing business with you rather easily and often will at the slightest temptation.

This is where the value you bring to them makes all the difference. When you become not just a salesperson but a valued asset, you make it more challenging for them to replace you.

You see, you don’t just get people involved in your products. You build relationships with them. You, in essence, become part of their team–someone dedicated to helping them cut costs, provide better service, or whatever to their clients.  When you bring them the latest industry news or can have a non-selling conversation about the future of the industry, you’re not just a salesperson. You’re that industry expert they learn to rely on. And, there’s a lot of value in having those relationships–often enough value to keep your company off the chopping block if and when cost-cutting measures are put in place.

When clients are unhappy, they’re constantly comparing your product, the money and your level of service to that of the competition. As a business owner myself, I understand the value of keeping an eye on the hard costs of doing business. As a long-term business owner, I also appreciate the extra value that is often provided by some of our long-term suppliers–and prefer to keep doing business with them versus “shopping around.”

For a few other ideas on how to keep clients happy, watch my YouTube video here: https://www.youtube.com/watch?v=lEWTC0GjzsU

Copyright Tom Hopkins International, Inc.

Real Estate – Getting Price Reductions

Getting price reductions can be quite the challenge in the field of  real estate. However, with today’s market conditions and lower interest rates, more and more people have an interest in new or step-up homes. That means they must first sell their present homes. The challenges arise when they want the best of both worlds — the highest price possible for their used home and the lowest price possible on their next home. You, the listing Realtor®, have the enjoyable task of bringing a bit of reality into their lives by getting them to list their existing home at a reasonable investment — by reasonable, we mean reduced from what their fantasy amount is.

How do you get a price reduction? You do it by setting it up early in your listing appointment. That’s what the people who list with power do. Set it up going in. Do that every time you take a listing unless they are already prepared to list at market value when the general outlook and seasonal pattern indicates steady or rising prices.

Now, you can’t do this just with words. You have to back your words up with statistics. That’s why I teach my students to extensively research the values of property in the area and present the findings in a professional manner. If you cannot get the sellers to agree to the reduced amount, make certain they understand that you are not endorsing that amount. Get the seller to initial a comment to that effect on the Comparative Market Analysis while taking the listing. The wise agent also gets a commitment from the sellers to consider a price reduction if no genuine buying interest has developed after an agreed period of time.

When should you seek the price reduction? Just as soon as it’s apparent that the seller’s price is too high. Let’s face it. If their property isn’t moving, it isn’t doing either of you any good. “How long should that be?” you ask. You should already have the days-on-market figure on your CMA. Figure out the average length of time a property has been on the market in that area before it sold at market value.

When sellers first consider listing their properties, they don’t often set a deadline for when they want the property sold. It’s more important to them to get their price than it is to move the property quickly. Your job as a professional real estate agent is to help them set a goal for a date of sale, then show them the asking price they’ll need to consider to reach that goal. In determining the date, don’t use 60- or 90-days. Use events. Most people think in terms of holidays or other pertinent events. Ask if they want to move before Thanksgiving, or before the children start school, or in time to spend the summer in their new home.

Once you have the time factor commitment, show them the column on your Comparative Market Analysis that lists Days on Market. You might say something like this, “Mr. & Mrs. Jackson, it’s important that you both consider this column because it tells us a lot about the relationship between market price and speed of selling. I know that speed isn’t as important to you as price, but it’s at least possible that your attitude on this will change — or that the situation will change — making the timing a crucial rather than a minor consideration for you.” Then, start showing the comparison between asking price, days on market, and selling price.

Do you see how this works? Without directly saying so, you tell them that for less money than they’re asking, people can buy a home that offers the same or more in location or amenities. And, at the same time, you’re making vivid points about how overpricing will take them over their chosen time limit.

Copyright Tom Hopkins International, Inc.