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Articles from Tom Hopkins | Selfgrowth.com
- ***Closing through the buyer's eyes - by Submitted on Mar 01, 2016 from Tom HopkinsSeveral years ago, I attended a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said, "This man earned twice the national average in sales last year ..." The speaker's manner suggested that it was quite an achievement. But, it has been ...
Views: 4772(3 votes) - ***Seven Steps to Getting Referrals - by Submitted on Mar 01, 2016 from Tom HopkinsThe easiest lead to close is a referred lead. Unfortunately, not many mortgage brokers have mastered the art form that the process entails. I’ve developed a simple, seven-step process to obtaining referrals that will give you so much more success in developing your referral business that you ...
Views: 3857(3 votes) - ***QUALIFICATION - by Submitted on Mar 01, 2016 from Tom HopkinsHave you ever spent an hour or more preparing and giving an eloquent demonstration to a prospect, only to learn, that they couldn't use the features, couldn't afford it, or are not authorized to make the final decision? You may be a great closer, but it doesn't matter how many closes you know, ...
Views: 2707(1 vote) - The Value of Good Customer Service - by Submitted on May 12, 2011 from Tom HopkinsOne of the biggest challenges facing any business is keeping in balance. In many businesses, more emphasis is put on getting new business than serving existing clients. Next to sales functions, customer service functions are vital to overall success and must be given appropriate emphasis. Poor ...
Views: 3731(2 votes) - Closing from a Distance - by Submitted on Mar 01, 2016 from Tom HopkinsIn the past, most companies have divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products. So, companies are more likely to claim as your territory any client who has a need ...
Views: 3599(1 vote) - Defining Success - by Submitted on Apr 22, 2009 from Tom HopkinsAt the age of six, Corinne Archer* started putting in long hours training in her sport. Long before she entered her teens, she had fixed her mind on a single goal: to win an Olympic gold medal. From then on, she crushed everything out of her life that didn't contribute to her goal. Every ...
Views: 5670(1 vote) - ***Getting People to Buy - by Submitted on Mar 01, 2016 from Tom HopkinsWhat do people want when they come into your place of business or contact you? What makes them choose your product over someone else’s? The specific answer to those questions can only come from your satisfied clients. However, I can address the general answers to help you get started on ...
Views: 6010(4 votes) - Being Aware of Unique Cultural Needs - by Submitted on Apr 22, 2009 from Tom HopkinsIf you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those ...
Views: 5015(1 vote) - ***How to Handle an Angry Client - by Submitted on Feb 24, 2009 from Tom HopkinsToo many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the ...
Views: 4798(2 votes) - ***How to Set and Achieve Your Goals - by Submitted on May 28, 2007 from Tom HopkinsHere are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life. 1. Your ...
Views: 5495(1 vote) - Eliminate Demotivators from Your Life - by Submitted on May 28, 2007 from Tom HopkinsIf you’re one of the millions of people who never seem to get what they really want in life, the reason may be a few simple attitudes you have acquired that I call ‘demotivators.?In my experience training thousands of professional salespeople, I’ve found four common demotivators that we must ...
Views: 4401 - Understanding Questions - by Submitted on Mar 01, 2016 from Tom HopkinsChampion sales professionals know that the best mode of operation is to ask questions and to listen to the answers. Although nearly all children ask questions, somewhere along the road of life, we stop asking - or, we ask fewer questions. Some of us even get to the point in life where we feel ...
Views: 3416(1 vote) - Ten Characteristics of a Great Manager - by Submitted on May 28, 2007 from Tom HopkinsBeing a good manager is like putting a jigsaw puzzle together. The first time you try to fit the pieces together, it takes a while to get everything to fit smoothly. The second time you attempt to make the pieces fit, you are a little more familiar with the pattern. Each time after that, it ...
Views: 34305(47 votes) - Disciplines of Champions - by Submitted on May 28, 2007 from Tom HopkinsTo live a successful life, one of your major goals must be to honestly evaluate yourself and continually strive to become the person you would really like to be. If you want to be a champion in sales, the qualities and characteristics you must develop to do so, will also make you a champion in ...
Views: 3018 - Sales Professionalism - by Submitted on Mar 01, 2016 from Tom HopkinsThe challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ... The ...
Views: 5032(2 votes)