Tom Hopkins' Sales Training Blog http://www.tomhopkins.com/blog Selling Skills | Sales Training | Close More Sales | Increase Sales Revenue Wed, 09 May 2012 22:39:28 +0000 en hourly 1 http://wordpress.org/?v=3.3.1 The Two-Party Indecision Close http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-two-party-indecision-close/ http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-two-party-indecision-close/#comments Wed, 09 May 2012 22:39:28 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=947
  • Knowing When to Close the Sale
  • The Alternate of Choice Close
  • The Gaining vs Losing Close
    • ]]>     http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-two-party-indecision-close//feed 0     Less is More http://www.tomhopkins.com/blog/presentation/less-is-more/ http://www.tomhopkins.com/blog/presentation/less-is-more/#comments Fri, 04 May 2012 23:02:31 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=943
  • Arouse Emotions, Don’t Sell Logic
  • Creating a Consultative Environment in Selling
    • ]]>     http://www.tomhopkins.com/blog/presentation/less-is-more//feed 0     Keep Your Boat Afloat http://www.tomhopkins.com/blog/overcoming_rejection/keep-your-boat-afloat/ http://www.tomhopkins.com/blog/overcoming_rejection/keep-your-boat-afloat/#comments Wed, 25 Apr 2012 18:31:55 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=937
  • Attitude Makes a Difference in Closing Sales
  • Vitamins for Salespeople
    • ]]>     http://www.tomhopkins.com/blog/overcoming_rejection/keep-your-boat-afloat//feed 0     Creating a Consultative Environment in Selling http://www.tomhopkins.com/blog/presentation/creating-a-consultative-environment-in-selling/ http://www.tomhopkins.com/blog/presentation/creating-a-consultative-environment-in-selling/#comments Mon, 16 Apr 2012 16:59:59 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=930
  • Be Aware of Unique Cultural Needs in Sales
  • Arouse Emotions, Don’t Sell Logic
  • Rapport Building – Step 8: Act Relaxed
    • ]]>     http://www.tomhopkins.com/blog/presentation/creating-a-consultative-environment-in-selling//feed 2     Financial Services Selling Skills – Guidelines for Asking Questions http://www.tomhopkins.com/blog/sellingskills/financial_services/financial-services-selling-skills/ http://www.tomhopkins.com/blog/sellingskills/financial_services/financial-services-selling-skills/#comments Fri, 30 Mar 2012 16:46:14 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=923
  • The Advantages of a Career in Financial Services
  • The Financial Services Presentation
  • The Importance of Being a Lifelong Student of Selling Skills
    • ]]>     http://www.tomhopkins.com/blog/sellingskills/financial_services/financial-services-selling-skills//feed 0     The Secret of Getting Referrals by Dan Kennedy http://www.tomhopkins.com/blog/prospecting/referrals/the-secret-of-getting-referrals-by-dan-kennedy/ http://www.tomhopkins.com/blog/prospecting/referrals/the-secret-of-getting-referrals-by-dan-kennedy/#comments Tue, 20 Mar 2012 21:38:31 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=888 http://www.tomhopkins.com/blog/prospecting/referrals/the-secret-of-getting-referrals-by-dan-kennedy//feed 0 The Inflation Close http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-inflation-close/ http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-inflation-close/#comments Thu, 15 Mar 2012 15:38:17 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=890
  • The Alternate of Choice Close
  • The Oblique Comparison Close
  • The “I can get it cheaper” Close
    • ]]>     http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-inflation-close//feed 1     Getting More Business from Existing Clients http://www.tomhopkins.com/blog/sellingskills/getting-more-business-from-existing-clients/ http://www.tomhopkins.com/blog/sellingskills/getting-more-business-from-existing-clients/#comments Thu, 08 Mar 2012 18:22:11 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=883
  • Qualifying Potential Clients
  • Ignoring Clients = Lost Sales
  • Become a Valued Resource for Your Clients
    • ]]>     http://www.tomhopkins.com/blog/sellingskills/getting-more-business-from-existing-clients//feed 0     The Alternate of Choice Close http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-alternate-of-choice-close/ http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-alternate-of-choice-close/#comments Tue, 28 Feb 2012 23:06:25 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=880
  • The Basic Oral Close
  • The Benefit Summary Close
  • “If you say yes” Close
    • ]]>     http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-alternate-of-choice-close//feed 1     The Competitive Edge Close http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-competitive-edge-close/ http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-competitive-edge-close/#comments Tue, 21 Feb 2012 20:36:07 +0000 Tom Hopkins http://www.tomhopkins.com/blog/?p=876
  • The Gaining vs Losing Close
    • ]]>     http://www.tomhopkins.com/blog/closing_sales/closes-closing_sales/the-competitive-edge-close//feed 1