【導(dǎo)讀】2020銷售精英訓(xùn)練營(yíng)。主講人：湯姆·霍普金斯。傳說(shuō)中有一種神奇的鳥(niǎo)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(lì)那些像鳳凰一樣努力的人。們，發(fā)掘他們最大的潛力。Thursday,August21,20202020年8月21日星期四。Friday,August22,20202020年8月22日星期五。Saturday,August23,20202020年8月23日星期六。時(shí)間是大致的，有可能不是完全一致iii. 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

　　

【正文】 o I have to make a decision about enlisting?” You: “John, what time frame would best suit your situation?” Client: “Does it e with a warranty?” You: “Mary, is having a warranty critical to your final decision?” Classwork: What are the two most mon questions you are asked during the process of a sale? Write them here. Then, write your porcupine question reply to each. Client: You: John, Client: You: Mary, 20 Copyright 2020 Tom Hopkins International, Inc. 5. Involvement A question the clients must ask them selves after they get involved. It mentally throws them into the future and assumes ownership. “John, would you do the landscaping yourself or would you have it done?” “Based on how much more you will accumulate with this program, John and Mary, what are some of the things you?ll enjoy doing in your golden years?” Classwork: Write an example of an involvement question for your product or service. John, 6. Comparative Designed to eliminate something you do not want to talk about and concentrate on what you do want to talk about. A parative question always starts out with, “Isn?t it true that...” “Isn?t it true that the amount it takes to operate the equipment is more important than the initial invest ment?” “Isn?t it true that today we measure distance by time, not miles?” Classwork: Write an example of a parative question for your product or service. Isn?t it true that Copyright 2020 Tom Hopkins International, Inc. 21 IV. Finding Business Opportunities Through Prospecting A. Selling is nothing but a matter of numbers. Set a daily goal, based on your monthly ine goal, as to the number of personal contacts you will make. B. The ―Thank You on the Business Card‖ strategy “May I give you my card? You might notice I wrote thank you on it and I guess I?m thanking you in advance for, hopefully, the opportunity to someday serve your needs.” C. What makes someone a good potential client for you? Consumers: Of a certain age group? Married? With children? Age group of children? Of a certain professional group? Earning a certain ine? Living in a specific geographic area? Businesses: A certain type such as manufacturing or retail? With a certain level of gross ine generated? Having a certain number of employees? With a certain dollar budget for your product/service? Classwork: List five criteria for your ideal clients. 1. 2. 3. 4. 5. 22 Copyright 2020 Tom Hopkins International, Inc. D. Seven powerful ways to find new clients. 1. Networking In social situations, the key is to be relaxed and casual. Talk about nonthreatening subjects such as the reason for the gathering, or a subject of mon, local interest. Have some icebreaker questions at the ready such as, “How do you know the hosts?” “Where are you from?” “I couldn?t help but notice your lapel pin? What anization does it represent?” “Who else do you know here?” Ask to be introduced to others each person knows. In business situations, everyone knows why they‘re there. Be prepared to ask one or two quick questions of each person you meet and to be able to explain what you do quickly and effectively. The goal is twofold. 1. You want to learn if they‘re qualified for what you offer. 2. You want to learn what they offer. Their offering might be of benefit to you or your clients and you can agree to exchange referrals. Or, they may market to the same demographic group that you do and have some marketing or sales ideas to share. Classwork: Write the answer to the question: “What do you do?” Try to keep it to 60 words or less. You must create a desire in them to know more。 information that you won‘t share with them until you have a chance to ―pop by and visit‖ with them. Copyright 2020 Tom Hopkins International, Inc. 23 Examples: 1. Financial Services: “Well, John, I guess I?d have to say that I show people ways to make and save money. We have a wonderful way of analyzing where people are today, where they were in the past and where they want to be in the future based on their financial dreams and goals. It?s an exciting program.” 2. Home Improvement: “I help people maintain and improve the value of what is very likely their single largest investment. For example, tonight, if I could send you home with a magic wand and you could stand out in front of your home and wave that magic wand to change any one thing about your home, other than the mortgage, what would it be?” 3. Tax Advisors: “There?s almost too much to share in just a minute or two. But, do you know what we do? We invite people to a plimentary dinner where we share with them some of the latest concepts on building toward financial independence. If that sounds interest ing to you, may I send you an invitation?” 4. Real Estate: “I show people how to take their dreams of living in a mountain resort town and turn those dreams into reality.” Be appreciative of everyone in your work and ever cautious about taking advantage of them. End every conversation by asking people in your work what you can do for them. 24 Copyright 2020 Tom Hopkins International, Inc. 2. The itch cycle Calculating the length of time your product or service turns over and going after new business when the time is right. How to find the itch cycle for your product or service. 1. Contact a few current clients to find out their purchase history. For example, if you sell boats, you may find that boat enthusiasts upgrade their boats every 48 months. 2. Sta