汤姆霍普金斯冠军销售手册

汤姆霍普金斯冠军销售手册内容摘要：

ues and strategies are transferred to my product, then they bee a natural part of me. Step 5: Reinforcement Going back to basics once every year. Everything I do must be done on reflex. 10. Constantly be on the lookout for new potential clients. How would you dress, think or act differently if you knew that the biggest sale of your career would be to someone in this room? III. The Professional Sales Cycle 8 Copyright 2020 Tom Hopkins International, Inc. Before You Start Selling 1. Be certain that you truly believe in your product and are excited about helping others own it. 2. Understand the power of empathy. Your clients should feel that you feel like they do and that you have true empathy for them. 3. Know your selling style. a. Interesting Extroverts Love to control conversations. Like to hear themselves talk. Don‘t focus well on others. Instead they‘re thinking about what they‘ll say next. Don‘t let the product be the star in the presentation. b. Interested Introverts Come across as somewhat humble or shy. Are willing to give up control of the conversation. Would rather listen than talk. Let the client handle the product. 4. Pay attention to how you e across with regard to body language and voice inflection. Copyright 2020 Tom Hopkins International, Inc. 9 Master Your Vocabulary A. Your greatest enemy at the table, desk, or on the show room or retail floor is the client‘s fear. Note: Fear is created if they feel you are the stereotypical salesperson or if your words and actions remind them of a past selling experience. 1. What are the traits of a stereotypical salesperson? They are: a. Fast talkers b. Somewhat pushy c. Too familiar too soon 2. To relate to more people, be just the opposite. a. Don‘t push, lead with questions and be an intent listener. b. Use their last names and earn the right to use first names. B. Understand the potential clients‘ fears. 1. They are afraid of you. 2. They are afraid of making a mistake. 3. They are afraid of being lied to. 4. They are afraid of incurring debt. 5. They are afraid of losing face. 6. They are afraid of the unknown. 7. They are afraid because of a bad past experience. 10 Copyright 2020 Tom Hopkins International, Inc. 8. Their fears are often based on prejudice. 9. Their fears can be based on third party information. 10. Their fears can be brought about by the use of nasty words. Nasty words are any word(s) that trigger a past selling situation。 or remind them that you are in sales. It‘s sales jargon. Instead of: Say: 1. Cost or Price Total investment Total amount “John, the total investment to begin enjoying the beauty of your new room addition is only $ .” 2. Down Payment Initial investment Initial amount “Mary, with your initial investment of $ , we‟ll be able to arrange both delivery and financing of your new living room suite.” 3. Monthly Payment Monthly investment Monthly amount “John, would having the fee broken down into monthly investments be of interest to you?” 4. Contract Agreement, Paperwork, Form “Mary, let‟s just draft up our feelings on the paperwork to see if going ahead even makes sense.” Copyright 2020 Tom Hopkins International, Inc. 11 5. Buy Own “John, I believe you‟ll be pleasantly surprised by all the benefits of owning a home in this particular neighborhood.” 6. Sell or Sold Get them involved Help them acquire “Mary, once you get involved with your customized financial plan, I‟m confident you‟ll be happy with the peace of mind it brings.” 7. Objections Areas of concern Concerns “John, once we address that area of concern, would you feel confident about making the decision to go ahead?” 8. Sign Ok, Approve, Authorize, Endorse “With your approval right here, Mary, we‟ll wele you to our family of happy clients.” 9. Deal Opportunity, Transaction “John, you‟re going be thrilled to have taken advantage of this opportunity that is so good for your pany‟s financial future.” 10. Pitch Presentation “Mary, I‟m confident that at the end of my presentation, you‟ll be excited about what our pany does for families like yours.” 12 Copyright 2020 Tom Hopkins International, Inc. 11. Customer Families, Companies or People we serve “Mary, there are thousands of people we serve right here in the local munity.” 12. Prospect Future client “John, it‟s always such a pleasure to meet with future clients like you, and I look forward to sharing with you all the benefits we have to offer.” 13. Appointment Pop by and visit “Mary, I was hoping to pop by and visit with you regarding something exciting our pany is providing people in the munity.” 14. Commission Fee for service “Fortunately, John, our pany has built a fee for service into our transactions. I can assure you, however, that the service you receive will far outweigh the fee. And, that‟s what you really want, isn‟t it?” 15. Cheaper More economical “Mary, if you‟re looking for a more economical solution to your needs, we have something you might want to consider.” 16. Looker Researcher “John, at this time, you may be a researcher, but my goal is to help you bee a valued client.” Copyright 2020 Tom Hopkins International, Inc. 13 The True Champion is a Master at Asking the Right Questions A. Tom‘s ―Card Trick Analogy‖ for questioning strategies. 1. It‘s my job to qualify and make the decision. 2.。