The Builder of Sales Champions
Tom Hopkins carries the standard as a master sales trainer and is recognized as the world’s leading authority on selling techniques and salesmanship. But his success did not come easy. Tom achieved success only through hard lessons and experience, making the tremendous leap from construction and real estate to worldwide prominence as a sales mogul. He has now dedicated his life to building others into success stories of their own, firmly believing that everyone can benefit from utilizing his proven techniques, ideas, concepts, and values.
Though Tom didn’t make it through college and his first job was in construction, he realized early on that he had a love for the real-estate business. Even so, his passion wasn’t enough, and he didn’t truly find success until he began to study sales. It was only through his drive, determination, and knowledge that he was able to turn his legacy around drastically. Tom built his sales volume to over $14,000,000 within five years, including the sale of 365 homes in a single year. His record-breaking success was so impressive that he quickly found himself getting requests to do sales training seminars all across the country. Today, his seminars have come to be presented in North America, Europe, Africa, Asia and Australia.
Tom Hopkins is the author of eighteen books, starting with his best-seller How to Master the Art of Selling, which has sold over 1.7 million copies worldwide and has been translated into ten languages. It has achieved such prominence that it is regularly used in sales and marketing classes worldwide and is considered a must-read for anyone entering into the realm of sales. He is also the author of three books in the “…For Dummies” series: Selling for Dummies, Sales Closing for Dummies, and Sales Prospecting for Dummies, to help both those with and without sales experience gain a foothold in the industry. His latest book is When Buyers Say No, co-authored with Ben Katt, emphasizing a creative and circular approach to selling.
Tom saw potential in his ability to teach others and founded Tom Hopkins International Inc. in 1976, dedicating his life and company to teaching and inspiring others through his seminars, books, audio, video, and online training programs. Tom Hopkins’s training is based on a combination of natural skill and ”how to” training, proving that this is the real secret to high-level productivity. Students don’t become motivated just by listening to Tom’s speeches, but because they understand the strategies and tactics and how to utilize them to increase income. Today, over 35,000 corporations and millions of professional salespeople through the world utilize his professional sales training materials daily.
How to Master the Art of Selling
Based on his best-selling book, Tom recaps his long path to success and the many lessons he learned along the way. Tom's method is unique in that he doesn't teach anything that hasn't already been proven to work in his own experience. One single strategy alone has tripled the sales volume of many of his readers and listeners. It's no wonder that the book and its lessons have continued to be taught decades after its first release.
How to Achieve Sales Excellence
Many people are in sales, but few achieve incomes of more than $150,000, $200,000, or more. Why is that? According to Tom, the answer is that few salespeople put forth the effort towards refining, polishing, and learning the finer points of salesmanship. Those that do gain an invisible and invaluable advantage over their competitors, allowing them to maintain the position of top producer in their fields for years to come. Tom's program offers just that level of expertise and how to achieve true excellence.
Today's customers are better educated and more sophisticated than ever before. To maintain a competitive edge, Tom recommends a “low profile selling” style that emphasizes building long-lasting relationships with customers over pushing them into accepting a deal as quickly as possible, leading with questions instead of pushing facts and figures. Tom's techniques ensure that you will be able to understand your customers on a much deeper level, earning the repeat business of hundreds of satisfied prospects.
When Buyers Say No
Everyone in sales is sure to experience it: a prospective client saying “no”. What too few people do, however, is pay close enough attention to how that “no” is presented. A “no” can mean many different things, and some of them can lead back around to a “yes” with enough experience. Tom explains the concept of the Circle of Persuasion, offering sales reps a new way to approach this tricky situation and persuade customers into changing their minds without being pushy. This can mean all the difference between a failed close and a new customer.
How to Sell it Today – The Art of the One-call Close
Building long-lasting relationships is important, but it is just as crucial to know how to quickly and efficiently close a deal and gain a customer in one single call. While it may sound like a daunting task, Tom shows just how easy it can be to manage your customers, overcome their objections, and maintain their respect from beginning to end. With his lifetime of expertise, there is no better resource than sales champion Tom Hopkins to help you plan, create, develop, initiate, conduct, and perfect the art of the one-call close.