Turning no into sure, with Tom Hopkins – InsuranceNewsNet


By means of the tip of this episode, you’ll understand how to show a “no” right into a “sure” with nice insights from famend gross sales trainer Tom Hopkins.

The actual measure of who you might be as a salesman could also be present in what you do whilst you pay attention the phrase “no.” However to a couple, “no” is in truth the sweetest phrase in gross sales. That’s as it’s virtually not possible to get to a “sure” and not using a “no” – a minimum of in line with Tom. He lays out this idea intimately in his e-book When Consumers Say No. Tom says that after folks purchase one thing of result, they will have to get started with an objection to assist them justify the expenditure.

Tom has in truth written or co-written 18 books on promoting, together with Easy methods to Grasp the Artwork of Promoting and Promoting for Dummies. He realized the artwork of marketing the laborious means, beginning off in development ahead of transitioning to a a success actual property occupation. His tale presentations how someone with pressure can get any place.

Tom spotted one thing: that the phrase “no” exasperated even just right salespeople, however gross sales stars gave the impression to thrive on listening to rejection. That’s as a result of they didn’t see “no” as a rejection, however as permission to start the following segment of the method.



4:20  Tom talks about what it truly way when any individual says “no.”

6:00  We’re speaking about large buck quantities and one thing with a tangible impact on folks’s lives. In different phrases, it’s greater than only a transaction.

8:20  How do you transform a grasp questioner?

10:20  Tom says there are particular questions you will have to ask to get potentialities into the “now.”

12:10  Tom explains the “E” in his “NEADS” formulation.

14:55  Most of the people recall to mind a gross sales procedure as linear, and that’s no longer essentially the way it is going. Tom says to consider it as an alternative as a “Circle of Persuasion.”

18:20  How vital is scripting to a gross sales presentation?

19:50  One of the vital maximum not unusual responses from potentialities come with “It prices an excessive amount of” or “I wish to store round ahead of making any selections.” Tom says don’t have any concern in those eventualities – simply use the best scripting.

22:20  Tom stocks some key concepts that he thinks each insurance coverage agent must know.

26:00  Tom says being the services or products is very important to being a really perfect shop clerk.

28:05  Tom stocks some insights into how one can build up your persuasiveness when doing a presentation.

31:20  Many displays contain running with a pair. When in that surroundings, Tom says the hot button is to get the husband and spouse to begin bantering.

32:00  Tom talks about one among his favourite closes.







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