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Planning and Organization
As we begin a new year, it’s good to analyze what did and didn’t work well for us last year. One of the hot topics is planning and organization. How can we do what we do more effectively, efficiently,...
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Planning Time Planning
Time planning isn't just adding tasks to the calendar. Planning time to plan your time is essential to achieving success in every area of your life.The post Planning Time Planning appeared first on How...
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Sales Process or Results? What’s more important?
Sales Process or Results? What’s more important? This is a guest post by Weldon “Wally” Long whom I greatly admire. Heed his words well! In sales you have two things: The sales process and the sales...
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How to Multiply Time
Time is as precious a commodity as money. Let’s explore how to multiply time so you can get more sales productivity out of the time you have to invest in your sales career. Everyone knows you can make...
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Tom Hopkins Sales Training Special Offer
Tom Hopkins’ Proven Closes that Make Potential Clients Say, “Yes!” More Often! How is it that in a world of sales professionals with similar training, motivation and initiative, only a select few sell...
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How to Guarantee You’ll Never Meet Your Quota
Let me show you how to guarantee you’ll never meet your quota. It’s really easy. When you organize yourself to just meet it, you’re not very likely to achieve it. By operating that way you’re setting...
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Believing in Yourself as a Sales Professional
Believing in yourself is the first step to success in sales. A lack of self-confidence will be evident to others and cause them to hesitate doing business with you. On a scale of 1 to 10 (with 10 being...
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Tom Hopkins Sales Academy Dallas TX, September 2017
Join us September 15th & 16th, 2017 in Dallas TX Our next life-changing program is coming to the Hyatt North Dallas, Richardson TX. Details about the venue and how to get a special Sales Academy...
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When “No” Really Means No Sale
There will be times when “no” really means there’s no sale to be made. It’s just part of selling. As a sales champion, it’s important to recognize a true “non-selling” situation as early as possible...
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Podcast Interview
I 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...
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Stop Setting Goals for Number of Calls!
When setting calling goals, stop setting goals for the number of calls you’ll make when prospecting! If you write down this as a goal: “I will make fifteen prospecting calls starting at nine tomorrow...
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Setting Realistic, Achievable Goals
When it comes to setting realistic, achievable goals, there’s definitely a system involved. Once I gained a clear understanding of how goals should be set and what they could do for me, I studied...
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Working with Hostile Buyers
It’s inevitable that you’ll eventually find yourself working with hostile buyers. Confronted by a buyer who has suddenly turned hostile, average salespeople get anxious about their own dignity. If it...
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Four Time Traps that Kill Sales
Managing time really means, we manage ourselves. That includes avoiding the time traps that plague salespeople. Sadly, many of us are keeping ourselves from achieving the success of our dreams because...
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How to Multiply Time
Time is as precious a commodity as money. Let’s explore how to multiply time so you can get more sales productivity out of the time you have to invest in your sales career. Everyone knows you can make...
View ArticleThe Triplicate of Choice for Money
Follow 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...
View ArticleSelling Value vs Price
Follow As a sales professional, please realize the difference in selling value vs price. If you are selling a value-based product against a price-based product, trying to compete on price is a recipe...
View Article7 Ways to Re-Think No / Selling Skills
Follow A big part of your job in sales is to be the person in the company who gets the “no’s.” My job as your sales coach is to provide you with ways to re-think no. In the English language, the word...
View ArticleGet Buyers to Answer Their Own Concerns
Follow The most important “do” of addressing concerns is: Get the other person to answer his own objection. That advice may sound tricky to follow, but here’s why it’s so important: You’re trying to...
View ArticleHearing No is Part of Getting to Yes
Follow Champion sales people understand that hearing no is part of getting to yes. Average sales people let every nuance of the word no strike them like arrows and deflate the rest of their sales...
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