The road to greater success in Sales

By Tom Hopkins,National Achievers Congress 2014

Tom Hopkins• Was not born to privilege and wealth

•Started off earning $42/month

• At 19, he was married with a child and struggling to make ends meet

•By 27, he was a millionaire salesperson. He sold over 1553 properties in 6 years.

•Today, he is known as the Sales legend. People have yet to break his record.

•He has personally trained 3 million students over 5 continents and has published 12 books, including ’How to Master the Art of Selling and Selling for Dummies™’.

2 most crucial points to begin with

• Long term success begins with the right attitude

1. Good amount of knowledge

2. Abundance of enthusiasm

Motivators Vs Demotivators

• Money

• Achievements

• Recognition

• Security

• Love of Family

• Acceptance of Others

• Self-Acceptance

• Self Doubt

• Loss of security

• Fear of Failure

• Pain in Change

The right way to deal with failure

• Control your emotions and remain in your comfort zone by changing your attitude towards rejection and failure.

• Formula to loving the word, “No”.

1 closure=$100

5 positions= 1 closure

4 “Yes” & 1 “No”

Therefore, each “No”= $25

Connect with your client

• Your goal when you meet a potential client is to help them like you, trust you and make them want to listen to you.

• Your main objective is to educate, motivate and most of all have fun while doing so. You must also develop and present a message of hope for the future.

• Our job, as a Salesperson, is to make the best decisions for the client.

Now

Enjoy

Alter

Decision Making (Most important step)

Solution

Card Trick Analogy

• Creating a symphony of words to extract the right kind of answers out of the client is very important.

• Every answer they give must confirm that they are going ahead.

• Should your tactics be right, they cannot fight you.

Tie-Down Method

• A question at the end of the sentence that demands a yes.

Examples:

A reputation for a professional is important, isn’t it?

Investing in this quality product makes a lot of sense, doesn’t it?

This opportunity is exciting, don’t you agree?

The Alternate of Choice

• A question with answers- Either answer is a minor agreement leading to a major decision.

• This is best used for location, appointment timing, start up date.

Examples:

I’m available today 3pm or tomorrow 5pm, which would be convenient for you?

Involvement

• A question that clients must ask themselves after they get involved. It mentally throws them into the future and assumes ownership

Would you prefer to fill out the intialpaperwork or would you like me to assist you?

The anatomy of Closing

A. The highest paid Sales champions develop their own instinct.

B. The art of closing.

• Establish rapport

• Qualify

• Present

• Handle areas of concern

• Create a symphony of words/actions

• The more a Champion learns, internalizes and uses the “attitude towards failure”, the more he wins.

Never see a failure as a failure but only as a learning experience

Failure as a negative feedback that you need to change

Failure as an opportunity to develop your sense of humor

Practice my techniques

Only perfect practice makes it perfect

And as a game, that you must play to win.

Thank you!Prepared by: Swetha