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).

 

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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…]

The Myth of the Natural Salesperson

It’s sad, but true, that many people think they can’t do well in sales because of The Myth of the Natural Salesperson. This common fallacy is a destructive idea that I’d like to eliminate from your mind right now.

Having trained more than five million salespeople on five continents, I’ve met a lot of strong individuals who are on the fast track. I’ve met with large numbers who haven’t put their foot on the lowest rung of their potential yet. And sadly, many of these people never will climb very high on their potential’s ladder because they are firm believers in the myth of the natural-born sales wonder.

The myth cuts two ways.

  1. A few believe they’re naturals. That’s great for confidence, but it’s often the source of raging overconfidence. When this overconfidence persuades people that they don’t have to bother learning to be competent like ordinary mortals, they trap themselves far below their potential.
  2. Many more people believe they’re not naturals, think it’s hopeless to work at becoming competent–and trap themselves far below their potential. “I’m just not a salesperson by nature. Wasn’t born with the golden touch like Joe Whizzbeau over there. If I’d been born with his wit, charisma, and bear-hug personality, I could tear ‘em up, too. But I wasn’t, so I’m never going to make it big in sales.”

Don’t be too quick to say you’re free of this myth. I hear it far too often from my seminar audiences to take it lightly. In fact, I’m convinced that most salespeople who operate far below their potential suffer from it.

Let’s attack this dangerous idea now and get rid of it.

There never has been a great salesperson who was born great. Imagine a woman in the delivery room. Her newly born infant is saying, “Make yourselves comfortable, folks, and if you have any questions, please feel free to ask me.” Pretty silly, isn’t it? The little feller has a long way to go before he can even start learning how to walk, talk, and operate without diapers. He’s got a lot to learn, and if he’s going to be a great salesperson, he’s got it all to learn.

Psychologists still argue whether it’s instinct or learning that causes us to jump at a sudden loud noise, but they agree that everything about selling is learned. So stop excusing yourself from the hard work of learning how to be competent in your sales career. It doesn’t matter whether you think you’re a wonder or a non-wonder; you still have to pay the learning “price.”

Copyright Tom Hopkins International, Inc.

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.

When Buyers Interrupt You

One of the primary frustrations in selling is when buyers interrupt you. Granted, you are there to serve their needs. However, as a pro, you’ve pre-planned a presentation that will both educate and motivate your buyers. It has a certain flow to it that builds from one point to the next, right?

I do teach that we need to be flexible when giving presentations by sharing only what the buyer needs to hear rather than giving the exact same presentation to buyers with unique circumstances. That doesn’t mean you let the buyer run the show. As a pro, your job is to gain and maintain control of the entire presentation. By not taking control of interruptions, you’re letting the buyer control the sale. You must do your best to stay in control with the methods I’m suggesting here and by asking questions that direct the presentation back on course.

One of the ways to prevent interruptions is to set the stage in advance of your presentation. Consider giving your potential client a pad and pen. Explain that there’s a reason for the flow of your presentation, and that is to provide information and answer questions that typically arise. Suggest that he jot down thoughts that come to him during your presentation and at the end you’ll both look them over to see if you’ve covered everything. This allows you to take control, but also allows them to feel all of their questions will be answered. It will lessen their desire to interrupt you.

If you are interrupted say something like this: “I can appreciate your question. Let me make a note of that and cover it at the end of my presentation. The information I’m about to share might just answer all of your questions as we proceed.” Then go on with your presentation. You have sidestepped their interruption but honored their need to have something specific addressed. And, you have retained control of the flow of your presentation.

Copyright Tom Hopkins International, Inc.

Learn more about this strategy and others like it by reading When Buyers Say No.

The Buyer’s Mindset

As a sales professional, it’s critical that you put everything else out of your mind when approaching buyers and focus on the buyer’s mindset.

When put into a sales scenario, the buyer’s mindset subconsciously shifts, asking important questions which must be answered before they are comfortable moving ahead with the sales process. Because this is a subconscious process, we know that it is always at work. We can count on it. More than that, we can make it our ally.

How often have you heard yourself, or others saying the words, “I’m just looking” when approached by a salesperson? It doesn’t matter what the buyer’s individual personality style may be, this is a universal, knee-jerk reaction because of the mindset change we all undergo when a sales scenario starts.

We are thinking,

  1. “I don’t need you, your product or service;”
  2. “I don’t have any reason to trust what you have to say;”
  3. “I don’t need any help to determine if you have a product or service that interests me;” and
  4. “I’m in no hurry to make a decision.” So, basically, “Let me shop by myself, thank you.”

One of those four thoughts will be the starting point in most sales situations you encounter. Once you understand that and work from that point of view, you will more quickly reduce sales resistance and increase sales acceptance.

The following four words, and the questions they bring to your customer’s mind, control every sales situation: Need, Trust, Help, Hurry.

Here’s how.

NEED

 “I feel no need.” Your goal as a one-call closer is to help them change their mindset to one of “I feel some need.”

TRUST

“I feel no trust.” No one will let you persuade them to do or own anything if they don’t trust you. So, you must work toward helping them think, “I feel some trust.”

HELP

“I want no help.” No one ever wants to admit they’re helpless. However, you can certainly help someone see that you can provide answers in areas where they may not be as educated as you are. After all, you are a trained professional in your field. So, you need to change their mindset to one of “I want some help.” And, that you are the one I want to have help me.

HURRY

“I feel no hurry.” Your job is to help them see that by taking care of the buying decision today, they’ll be better off than if they wait. They need to think, “I feel some hurry” in order to take action. It’s your job to create urgency.

It is extremely important that you learn how these four very specific words help define your potential client’s sales resistance. They are the primary barrier between “no sale” and “sale.” They are the main line of defense. They will keep you from providing the prospective client the very product or service they agreed to talk over with you and/or need the most.

Copyright Tom Hopkins International, Inc. Excerpted from Sell It Today, Sell It Now.

 

The Tools of a Real Estate Pro

Every profession has certain tools, which, once mastered, will allow you the opportunity to become one of the great ones in that field. In this post, we’ll go over the tools of a real estate pro.

Let me begin with examples from other professions. A professional golfer is paid in direct proportion to his or her ability to take a piece of steel at the end of a stick and bring it down to touch a small, white ball at the right time and place to send it hundreds of yards, eventually dropping into a small hole. Someone like Jordan Speith is very professional because he has mastered the use of his tools (and won one of the green jackets at the Masters Tournament).

A professional fighter is paid for how well he uses his fists; a surgeon, the scalpel; the carpenter must master the use of saws, hammers, and power tools. The people in each of these lines of work develop their skills through years of study, practice, and experience before they can consider themselves professionals in their fields. If they’re smart, they learn not only by their own experiences, but through the experiences of others .

The same thing applies to you in real estate. You can’t become a real estate professional without learning what one does, can you? My goal in training is to help you realize that you’re no different from any other professional person. As a real estate agent, you must primarily learn how to use your eyes, ears, and mouth because one of your most important tools is your ability to create exciting, colorful images, thus leading people to the decision to own real estate.

You see, selling real estate is no different from any other profession. People in every field of endeavor are paid in direct proportion to the amount of service they give. You, as a real estate salesperson, are as professional as the income you earn. So, in other words, if you’re not making enough money, you’re not giving enough service. Read my other blog posts for real estate professionals to learn the strategies and tactics of a true real estate pro. Then, enjoy the fruits of your labors as an empowered agent!

Copyright Tom Hopkins real estate training International, Inc.

Automotive: The Profile of a Top Sales Person

If you’re not already the top sales person in your company, you may have some pre-conceived notions about what that person is like. When you hear the phrase, “Closing the Sale,” what comes to mind? Aggressive? Intimidating?  Persuasive? I feel “Closing the Sale” is helping people make decisions that are good for them.  The key words here are “good for them.” If you plan to be in the automotive business any length of time, you’d better get a handle on that point or your career will dead-end quicker than you can say, “lickety-split.”

We have a tendency to think that everybody closes sales in the same manner. This is not so. In fact, many salespeople who close sales are not even sure how they do it. Some earn tremendous incomes and can’t really pinpoint why they are so successful. I’ve visited with top salespeople in many fields and I’ve asked them, “Tell me how you close the sale?” They’ve replied, “Well, I just do,” or “It just happens.” That’s not true, but they’ve never sat down and analyzed what it is they do that has made them so successful.

I’m going to outline some tactics and strategies that have been proven beyond a shadow of a doubt to work for everyone when you adapt them to your personality, when you adapt them to the way you speak, and to your style of delivery.

The profile of great closing sales people

The very first thing is they have committed themselves to become students of techniques. What does that mean? It means they commit to selling and make it a part of their lives so that every day they are students. They constantly search for new techniques by attending seminars, reading books, listening to audio programs and then striving to incorporate at least one new technique or concept they have learned into each selling situation.

Another part of closing sales is that you must have the ability to get people to like you and trust you. If they like you and trust you, they won’t fight the sales process. However, if they don’t like you and trust you, not only will the strategies not work, they’ll backfire and your clients will feel you are getting pushy. Radiate empathy, but also have the ability to call for a decision and close the sale.

Top salespeople have confidence. Have you ever lacked confidence? Have you ever been wary of meeting new people? Sure! Everyone has. We overcome this by learning certain phrases, learning to ask the right questions and by doing this we can build our confidence–just by using the words and making them our own.

Do you know what the greatest closing tool of all is? It’s one word and that word is Enthusiasm–enthusiasm for what you do. I don’t mean the type of enthusiasm that is outward, bubbly, ranting and raving–but the enthusiasm that you have inside that people feel you have for your industry, your product and your career.

To build your enthusiasm, commit to living by the four P’s.

  • The first one is Preplan. Preplan every presentation.  Before you meet your clients, preplan. Before you demonstrate a vehicle, preplan. Before you handle an ad call, preplan. All professionals preplan–they don’t wing it! They don’t just get in front of a qualified decision-maker and start talking.  They know exactly where they are going and have their strategies and techniques planned out in advance.
  • The second P is Practice. What were all of us taught? Practice makes perfect. I’d like to change that to Perfect practice makes Perfect. There are many people who practice what doesn’t work.  They watch an incompetent salesperson, not recognizing the incompetence, and they start doing the same thing. The key is to find a professional who has done what you want to do, set your goal to practice what he or she does and then perfect it.
  • You must always work to Perfect what you do. If ever you feel you know it all, you are in trouble.  The more you know, the more you need to know. It’s just like your income. As you sell more vehicles and therefore, increase your income and expand your clientele, you’re going to need to increase your knowledge level. Remember, there is always a better way of saying it–and a better way of doing it. Don’t allow yourself to plateau.
  • The fourth P is Performance. You are putting on a performance with every client contact. This doesn’t mean you are phony. It means you are saying the right words the right way to get the end result that is in the best interest of your clients. So, when you talk on the phone, when you meet people in the showroom, when you go on a test drive, it’s a performance. Everything you say and do is part of your performance.

Become a student of selling, study the four P’s I have listed above. Watch what the top people in your dealership are doing, and search for new techniques and you’ll start closing more sales!

Copyright Tom Hopkins International, Inc.