【正文】 NAME THE CHAMPION SALES MANUAL 冠軍銷售手冊 BOOT CAMP SALES MASTERY 2020 2020銷售精英訓(xùn)練營 PRESENTED BY TOM HOPKINS 主講人：湯姆霍普金斯 PHOENIX RISING 鳳凰之生 Legend tells of a magnificent bird rising from the ashes and ruin into a brilliant, multihued future of prosperity and tranquility. I have dedicated my life to training and inspiring salespeople who, like the Phoenix bird, strive to fulfill their highest potential. 傳說中有一種神奇的鳥生于 灰燼而在輝煌的、成功和祥和的多彩人生之后涅槃，我的一生都用于 培訓(xùn) 和激勵 那些像鳳凰一樣努力 的人們，發(fā)掘他們最大的潛力。 – Tom Hopkins – 湯姆霍普金斯 Copyright 2020 Tom Hopkins International, Inc. No recording devices allowed. 7531 East Second Street, Scottsdale, Arizona 85251 (800) 5280446 (480) 9490786 Fax (480) 949 1590 Schedule of Events 日程安排 Thursday, August 21, 2020 2020年 8月 21日 星期四 7:30 AM Seminar room is open. 7： 30am 研討會開門 9:00 AM Program begins with training by Tom Hopkins 9： 00am 湯姆霍普金斯課程開始 10:30 AM Break 10： 30am 休息 10:45 AM Training with Tom Hopkins 10： 45am 湯姆霍普金斯講課 12:00 PM Lunch 12： 00pm 午餐 1:15 PM Training with Tom Hopkins 1： 15pm 湯姆霍普金斯講課 2:45 PM Break 2： 45pm 休息 3:00 PM Training with Tom Hopkins 3： 00pm 湯姆霍普金斯開始講課 4:00 PM “Exceeding Client Expectations” with Nancy Friedman 4： 00pm “超越潛在客戶”主講由南希 費里德曼 5:00 PM End of Training Day 5： 00pm 結(jié)束一天的培訓(xùn) 5:30 PM VIPs ONLY Speed Networking with Nancy Friedman 5： 30pm 僅限 VIP學(xué)員 和南希一起學(xué)習快速建立人際網(wǎng) Friday, August 22, 2020 2020年 8月 22日 星期五 7:30 AM VIPs ONLY Breakfast with Tom Hopkins and Jim Cathcart 7： 30am 僅限 VIP學(xué)員 和湯姆霍普金斯和吉姆卡斯卡特一起共進早餐 9:00 AM Training with Tom Hopkins 9： 00am 湯姆霍普金斯主講培訓(xùn) 10:30 AM Break 10： 30am 休息 11:00 AM “Relationship Intelligence” with Jim Cathcart 11： 00am “人際智慧”主講人：吉姆卡斯卡特 12:00 PM Lunch 12： 00pm 午餐 1:15 PM Training with Tom Hopkins 1： 15pm 湯姆霍普金斯培訓(xùn) 2:45 PM Break 2： 45pm 休息 3:00 PM Training with Tom Hopkins 3： 00pm 湯姆霍普金斯培訓(xùn) 5:00 PM End of Training Day 5： 00pm 結(jié)束一天的 培訓(xùn) 6:00 PM VIPs ONLY Private Reception at Tom Hopkins‘ Home 6： 00pm 僅限 VIP學(xué)員 — 對霍普金斯的家進行私人拜訪 Saturday, August 23, 2020 2020年 8月 23日 星期六 9:00 AM Training with Tom Hopkins 9： 00am 湯姆霍普金斯培訓(xùn) 10:30 AM Break 10： 30am 休息 11:00 AM “Shamelessly Successful SelfPromotion” with Debbie Allen 11： 00am “厚臉皮成功自我提升法”主講：黛比艾倫 12:00 PM Lunch 12： 00pm 午餐 1:15 PM “How to Create Wealth amp。 Security” with James Smith 1： 15pm “如何創(chuàng)造財富和安全感”主講人： 詹姆斯史密斯 2:15 PM Break 2： 15pm 休息 2:30 PM Training with Tom Hopkins 2： 30pm 湯姆 霍普金斯講課 4:00 PM Graduation Celebration 4： 00pm 畢業(yè)典禮 Times are approximate and subject to change. 時間是大致的，有可能不是完全一致 iii Lunch VIP Breakfast amp。 Networking Seminar THI STAFF Educational Resources Lunch amp。 Graduation Celebration Rest Rooms Rest Rooms iv Copyright 2020 Tom Hopkins International, Inc. 1 I. Having a Successful Selling Career Involves Coping with the Pain, Stress amp。 Anxiety of the Selling Profession 成功的銷售生涯涉及到在銷售職業(yè)中處理痛苦、壓力和焦慮 A. Champions focus daily on achieving the motivators and overing the demotivators. A. 冠軍通常關(guān)注如何得到動力克服阻力 . Motivators動力 vs. Demotivators阻力 1. Money金錢 1. Selfdoubts缺乏自信 2. Achievement成就感 2. Loss of security安全感的丟失 3. Recognition被肯定 3. Fear of failure害怕失敗 4. Security安全感 4. Pain in change不想改變 5. Love of family家庭的愛 6. Acceptance of others被他人接受 7. Selfacceptance自我接受 The average person lives in constant conflict. He or she is striving to achieve the motivators and at the same time unable to overe the demotivators. This causes frustration, which increases anxiety and when the emotions are pushed from the fort zone into the danger zone average people withdraw or get hostile. Champions don‘t withdraw or get hostile. They bee creative. 普通人總是生活在不斷的矛盾之中，他們一方面極力爭取動力，而同時 又難以擺脫阻力。這就導(dǎo)致了挫敗感，而這又會加劇焦2 Copyright 2020 Tom Hopkins International, Inc. 慮。當一個人的情緒從舒適轉(zhuǎn)到危險，一般人就會變得封閉和充滿敵意。冠軍就不會封閉自己或采取敵對態(tài)度，他們會變得充滿創(chuàng)造性。 B. To increase your ine, you must work on increasing your selfimage. Work on eliminating these emotional handicaps. ，你必須致力于提高你的自我形象，努力減少這些情感障礙 1. Fear do what you fear most 恐懼 做你最恐懼的事 2. Worry 苦惱 3. Guilt 犯罪感 4. Procrastination do it now 拖拖拉拉 現(xiàn)在就做 5. Demand for fairness 要求公平 Copyright 2020 Tom Hopkins International, Inc. 3 II. Champions Choose Their Level of Success 冠軍會選擇他們成功的高度 Definition of success – The continuous journey towards the achievement of predetermined, worthwhile goals. 成功的定義 ——不斷完成既定的有價值的目標的旅程 Goals Help You Focus 目標有助你專心 A. Your goals should be better than your best, but believable. They must also be clearly defined. A. 你的目標除了可信之外還應(yīng)該要比你現(xiàn)在能做的最好還要好，而且有清晰的定義。 There are two types of goals. 有兩種目標 1. ShortTerm — no longer than 90 days. ——不超過 90天 2. LongTerm — lifetime. ——終生 Begin by outlining a clearly defined picture of what you want in 20 years. 開始清晰地描繪一副 20年的藍圖 a. Your worth goals must be very specific. The ideal situation is to live off the ine generated by your investments. 4 Copyright 2020 Tom Hopkins International, Inc. 。理想的狀態(tài)是依賴你投資所產(chǎn)生的收入生活 . = Monthly Ine Goal $5,000 .= 月收入目標 5， 00