In part II of this 3 part series, Tom Hopkins goes over on how to not just being a better sales person, but also becoming a better person and a more successful person. We all need to learn how to cope with stress when it comes to sales. The master sales trainer will show you how.
Advanced Sales Survival Training
He starts part two of his sales training discussing accumulative stress. Accumulative stress can cause burnout and will cause you to leave the sales profession. The last thing you want to do is to give up on your dreams on being a top earner and having a high net worth.
One thing we need to realize is labor work is very different than selling. Selling will take your energy and emotion if you don’t know what’s happening to you. Realize that you are a professional problem solver. Every broke investor needs to learn how to cope with their own problems first, in order to help others.
Dirty Dozen Stressors
- Guilt –> A wasted emotion. You need to develop discipline.
- Rejection –> A major part of your business. This is why you can make so much money.
- Disappointments –> Learn how to release your frustration creatively
- Fear –> Do what you fear most. You’ll get stronger, then you’ll become more successful.
- Schedules –> People lack the discipline to write what they need to do and do it.
- Procrastination –> You don’t get what you want, because you’re not doing what needs to get done.
- Quotas –> Learn how to cope with quotas!
- Deliveries –> When your customer is supposed to get product/service
- Stalls –> Get people to move sooner with higher skill level
- Peer attacks –> A peer saying or doing things that will try to de-stabilize you.
- Canceled Appointments –> You get to be the first person canceled if anyone is getting canceled
- Living life out of balance –> Life is much, much more than just making money.
An awesome golden nugget Tom Hopkins shares is you NEED to be a light to others. Get psyched up by saying, “I am alive! I am alert! And I feel great!”
6 Fundamentals of Selling
Top producers control stress by learning these fundamentals:
- Prospecting –> Develop a system to make the daily number of contacts necessary to produce the number of sales needed to reach your goal.
- How’s your original contract –> Say their name 4 times consciously to remember it.
- Qualification –> Establish True NEADS. N – Now; E – Enjoy; A – Alter; D – Decision-Maker
- Presentation –> When, where, how to show your products.
- Handling objections –> Learn how to handle objections and overcome them.
- Ability to close the sale –> Ultimate difference from a top producer & a quitter.
- Referrals –> Take out 3 – 3×5 index cards and get names from your clients.
Vitamins A, B, C, D, E
To keep your energy level up, take recommended vitamins:
- A – application –> (Apply what is asked of you)
- B – believability –> (They know you are telling the truth)
- C – comprehension –> (Understand emotion/feelings of the people you’re talking to)
- D – discipline ( The ability to do what you don’t want to do when motivation is gone.)
- E – enthusiasm (You are good as your belief in your product/service)
Mr. Hopkins goes on and emphasizes that you need to FORGET ABOUTH THE $. What do you believe in? Find out what you can truly stand behind and selling will be a walk in the park for you.
You need to be able to burn with enthusiasm of your product. If you don’t already, FIND ANOTHER PRODUCT that you will be excited about.
This review of Advanced Sales Survival Training is just the tip of the iceberg of millionaire success habits Tom Hopkins instills in you. Go get a copy. The Broke Investor recommends it. The next post will be part three of this 3-part review.
Keep growing, keep investing.