Tom Hopkins' Sales Training Blog

The Uh-Price Nontechnique

Tom Hopkins — Fri, 17 May 2013 19:19:11 +0000

Some of us go shuffling into a meeting dreading the moment when we have to get down to the hard facts of money. So we uh-price them. “What’s the cost?” the customer asks. “Well, that one is-uh-it’s about-let’s see, with tax and freight and the small installation charge we have to make-uh-its going to run [...]

Selling Skills Assessment

Tom Hopkins — Fri, 03 May 2013 18:40:08 +0000

Diagnose Your Strengths and Weaknesses as a Salesperson As a corporate sales trainer, I am often asked about the traits and characteristics salespeople should develop in order to increase sales. Here’s a personal inventory test for you to determine how you stack up against a top champion sales closing professional. How many characteristics and traits [...]

Sales Motivation – Creating Your Ideal Life

Tom Hopkins — Mon, 29 Apr 2013 17:00:13 +0000

Stop Thinking “If Only” What’s holding you back from the success of your dreams? Do you ever catch yourself thinking or saying the following? “If only I could get a better break.” “If only I had more money.” “If only I would’ve married the right person.” “If only I worked for the right company.” “If [...]

“It’s not in the budget” Closing Strategy

Tom Hopkins — Wed, 24 Apr 2013 22:57:29 +0000

When you are working with purchasing agents or heads of households, they will often try to stall you or dismiss you by saying the purchase of your product just isn’t in their budget. For some, it can become reflexive to say that. Rather than let the impersonal budget stand between you and a potential sale, [...]

The Buyer Interview in Automotive Sales

Tom Hopkins — Thu, 21 Mar 2013 22:05:02 +0000

The phrase “buyer interview” may not be one you’ve heard, but it’s one I strongly recommend you understand. Conducting an effective buyer interview is similar to what a good journalist does when interviewing someone for an article. You ask questions that get them talking about their situations, their needs, their desires, their concerns. In other [...]

Be Proud to Be a Salesperson by Robert Terson

Tom Hopkins — Tue, 26 Feb 2013 21:32:01 +0000

A few months ago Nicki and I went looking at exercise equipment. I was experiencing sciatica in my left leg (I didn’t know it at the time, but it was caused by a synovial cyst pressing on the nerve between L4 and L5; after an MRI revealed the problem, microsurgery provided the cure), was getting physical therapy [...]

Using Phone and Email for Sales Conversions

Tom Hopkins — Mon, 11 Feb 2013 22:27:05 +0000

According to Leads360′s latest report, The Ultimate Contact Strategy – How to Best Use Phone and Email for Contact and Conversion Success, “Lead response persistence is critical to maximize conversion. Making more than one call and sending even just one email can have a positive impact on lead conversion, yet 50% of leads are never [...]

Why Time Planning is Worth More of Your Time

Tom Hopkins — Mon, 28 Jan 2013 16:07:35 +0000

Most people don’t set out to waste their time. They want something for it. In fact, all but a few of us want every nickel we can get for our time when we’re selling it. This is as it should be. But most of us are less determined to wring all the other values from [...]

Real Estate Concerns: “We wanted another bedroom.”

Tom Hopkins — Thu, 24 Jan 2013 22:16:08 +0000

What do you say when you hear this one? “The home is very nice, but we really wanted another bedroom.” When they say this, what does it really tell you? They don’t need that extra room. They were really hoping for it, but the odds are good, since you did a good job of qualifying that both [...]

How to Motivate Salespeople

Tom Hopkins — Mon, 07 Jan 2013 19:33:08 +0000

How to Motivate Salespeople Excerpt from Tom Hopkins on Management mp3 series. Other topics on this program include: Solving the Management Puzzle Effective Recruiting Strategies Powerful Training Techniques Sales Management – The Interview Salespeople — Knowing and Understanding Them Motivation and Counseling Handling Terminations Questions? Contact [...]