The skills , knowledge and drive within you are what will make you great.<ul><li>It is up to you what you achieve in your selling career!</li><li>You’re your greatest asset !</li><li>Some of us believe the myth that there are natural-born sales wonder ! THERE AREN’T!! It let’s us avoid taking full responsibility for our own performance!</li></ul>Advantages of Selling:<ol><li>Freedom of Expression</li><li>Freedom to become as successful as you want to be!</li><li>Daily challenges</li><li>Offers high potential returns from a low capital investments </li><li>It’s fun!!</li><li>It’s satisfying!!</li><li>It stimulates your personal growth!</li></ol>

Chapter 1: What the Profession of Selling Really is

<ol><li class="ql-align-justify">Prospecting </li><li class="ql-align-justify">Making original contact the professional way -> Use the situation when you meet new people even in non-sales business settings! Refine your skills during this initial contacts to become memorable and to remember as much about them as possible to impress them even more on the second meeting!</li><li class="ql-align-justify">Qualification -> Invest your time with the right people who can make yes decisions!</li><li class="ql-align-justify">Presentation -> You must present the product in such a way that your prospects see it’s just what they had in mind all along!</li><li class="ql-align-justify">Objection Handling </li><li class="ql-align-justify">Closing the Sale</li><li class="ql-align-justify">Referrals </li></ol>

The seven basics that’ll make you as great as you want!

Knowing how to learn fast is the key to rapid personal growth and quick sales success!<ol><li> Impact ->the more you’re interested in a topic the more easily you remember details about it!</li><li>Repetition -> Repeating anything often enough and it will start to become you!!</li><li>Utilisation -> Use them or loose them!</li><li>Internalisation -> Don’t stop! Reinforce your learning , preserve your hard-won skills, enhance your knowledge!! </li></ol>

(Money) Study + Optimise Your Learning 

Selling Champions have….<ol><li>a memorable appearance!</li><li>They’re proud, not only of what they do for a living - helping others - but also of their companies, their products, and the service they provide!</li><li>They practise being more and more confident so that people are moved by their belief!</li><li>Top people close warmly!</li><li>Champions believe in themselves and act with assurance!</li><li>Champions want to get rich!</li><li>They have a burning desire to achieve!</li><li>They learn why they fear!</li><li>Champions are exited about life! They have a superior performance regardless the situation! They bring their own sunshine!</li></ol>

Chapter 2: The Twelve Sources Of Sensational Success 

10.Champions really care about their clients!11.Champions don’t take rejection personally.12.They all believe in continuing education! They study technique and learn new skills!

The Twelve Sources Of Sensational Success 

<ol><li> You can accept the level of prosperity that you have or you exerting extra effort to get more!</li><li>Focus on the specific things that you want. Make agreement with yourself: If I do this, I get that.</li><li>Take it in steps. The essential element is faith in yourself!</li></ol>

How To Develop Desire

<ul><li>Humans can receive a stimulus, pause to consider what their best response will be, and then respond.</li><li>In selling, the pause is essential! If you respond to quickly clients may get the feeling that you’ve answered this questions many times</li><li>As anything you choice to do, you’ll be as good as the practise, drill, and rehearsal you go through before you actually perform the action!</li><li>Champions like to make money. So they don’t wing it — they prepare. Intensively!</li><li>They enjoy finding new objections anytime — except they’re with customers </li><li>Champions find new objections and develop their best responses to them</li></ul>

STIMULUS-PAUSE-RESPONSE PT.1

<ul><li>The function of the professional salesperson is to know what a prospect might ask or object to, what information and responses will best meet the expected question and objections!</li><li>You learned exactly what they would say and what you should say!</li><li>Prepare professionally and you’ll earn a professional’s income!</li></ul>

S-P-R PT.2

A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently

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Personal Development

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Marketing & Sales

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Business

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Books

After he learned the world's best sales techniques, Tom Hopkins applied his new skills and earned more than one million dollars in just three years. Now, in this fully updated and revised edition of the million copy seller, Hopkins shows how you can succeed in the profession of selling. Learn: <ul><li>How to create the perfect selling climate</li><li>Specific questions and tie-downs</li><li>Referral and non referral prospecting</li><li>How to "sell" the most important people you know</li><li>Effective phone techniques</li><li>How to finesse the first meeting</li><li>How to handle objections and what to do when you hear the word "no"</li><li>How to test different closes and master sixteen powerful closes</li><li>How to plan for greatest selling impact</li><li>And he shows you how his great selling techniques can be yours!</li></ul>

Tom Hopkins

How to Master the Art of Selling

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How to Master the Art of Selling

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