【正文】 or 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。每天有 86400秒。 Questions to Ask Yourself When Setting Goals 需要問你自己來設(shè)立目標(biāo)的問題 Who are the people in my life that I want to achieve for? 哪 些人是我生命想 追求的那種？ What do I want to own? 我想得到什么？ 1. 2. 3. What will I invest my time doing? 我將把我的時候都用來做什么？ 1. 2. 3. 6 Copyright 2020 Tom Hopkins International, Inc. What actions must I take to achieve this? 要實現(xiàn)這個我需要做什么？ 1. 2. 3. Copyright 2020 Tom Hopkins International, Inc. 7 SelfDevelopment Assessment 自我發(fā)展的評價 One of our major goals is to honestly evaluate ourselves and continually strive to bee the people we would really like to be. 我們的一個主要目標(biāo)就是要認(rèn)真地審視自己然后努力成為我們想要成為的那種人 1. Continual growth and selfdevelopment requires an acceptance of and mitment to change. P. C. D. 2. It takes 21 days to effect a change. 21天 3. You must walk, talk, act, and believe like the person you wish to bee in order to overe your fears。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(biāo) 5， 000美元 . = Annual Ine Goal $60,000 .=年收入目標(biāo) 60， 000美元 To generate $60,000 per year, you would need to have $1,000,000 invested at a 6% rate of return. 想要每年收入 60， 000美元，你必須在匯報率為 6%的事業(yè)上投資 1， 000， 000美元 What‘s your goal?你的目標(biāo)是？ . = $ . = $ .=＄ .=＄ Using a 6% rate of return, how much do you need to have invested? Take your annual amount and divide it by 6% for your answer. Write your goal here: $ 就以回報率為 6%計算，你必須得投資多少錢？列出你的年收入目標(biāo)，然后按 6%的回報率將你的月收入分割一下，在下面寫出你的的目標(biāo)：＄ Copyright 2020 Tom Hopkins International, Inc. 5 Must know all 4! b. Your personal acplishment and status symbol goals should be carefully thought out. 慮 1. Your goals must be vividly imagined. 2. Your goals must be ardently desired. 2. 你的目標(biāo)必須是熱切的愿望 3. Your goals must be worth mitting to. 4. Your goals must be in writing. c. Work backwards from 20 years, 10 years, 5 years, 3 years, and 1 year. Breaking your oneyear goals down to months, weeks and days shows you how to plan your time today to move forward towards their achievement. c. 將你的工作退后 20年、 10年、 5年、 3年和 1年。 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(biāo)的旅程 Goals Help You Focus 目標(biāo)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(biāo)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。當(dāng)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。 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。 Networking Seminar THI STAFF Educational Resources Lunch amp。史密斯 2:15 PM Break 2： 15pm 休息 2:30 PM Training with Tom Hopkins 2： 30pm 湯姆艾倫 12:00 PM Lunch 12： 00pm 午餐 1:15 PM “How to Create Wealth amp?；羝战鹚古嘤?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(jìn)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 湯姆卡斯卡特 12:00 PM Lunch 12： 00pm 午餐