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Tom Hopkins
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When Buyers Say No with Tom Hopkins #116 In this episode we meet the author of my  first book I bought on  sales, Tom Hopkins. Tom is a world renown sales trainer and leading author on sales techniques and salesmanship. His book How to Master the Art of…

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Great sales people, like great athletes, simply do the basics very well. And, they are always training.
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What has been the most awkward moment you've had in sales? Mine was when I realized as I drove up to my listing appointment that the home was owned and occupied by members of Hell's Angels.
Read how it turned out here: http://www.tomhopkins.com/blog/building-relationships/built-rapport-members-hells-angels

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When there is turnover on the sales team, it can be unsettling for most. Sales managers may need to hire a replacement. (Strong sales managers have qualified sales pros waiting in the wings.) Average performers are likely to step up their games for a bit not to be next on the list, but they’ll be out of their comfort zones. And poor performers can get so rattled that they become next on the list to be replaced.
Not the pros! Champion salespeople understand that when other salespeople leave an organization, they leave something very valuable behind.
- See more at: http://www.tomhopkins.com/blog/#sthash.zpTkrbsf.dpuf

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When buyers make negotiation requests, they've decided to own your offering but with different terms than you've already covered.
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I am not a product of my circumstances. I am a product of my decisions.- Stephen Covey 
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When you are most frustrated is when you're closest to realizing the need for change and seeking it out.
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Find a product you believe in. Then you can sell with conviction. People will buy more from you based on your conviction and enthusiasm than anything else.
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The single word that separates the average from the great. What do YOU think it is? Passion? Desire? Intelligence? Watch this video and see if you agree with me on the answer.
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