America's #1 Sales Trainer, Tom Hopkins, shares his sales training insights in this presentation. Adapted from his book Selling in Tough Times, the presentation is packed with tips and strategies to grow your sales career.

1. Selling
in
Tough Times
By Tom Hopkins
America’s #1 Sales Trainer and
National Bestselling Author of
How to Master the Art of Selling

2. This presentation is adapted from the book:

3. What a
selling
career
really is

4. Selling
is
Serving.

5. Whenever
you
are
faced
with
tough
times,
it’s
time
to
get
busy.

6. The
sooner
you
begin
focusing
on
what’s
happening
and
what
actions
to
take
to
get
past
it,
instead
of
bemoaning
whatever
negative
event
happened,
the
sooner
you
can
start
moving
forward
on
improving
today’s
situation.

7. When
we
continue
to
talk
about
the
downside
of
things,
we
become
part
of
the
problem.

8. The Causes of Tough Times
• Demographics
• Economic Cycles
• Politics
• Technology
• Industry
• Mother Nature
• Competition
• Personal

9. RELY
ON
ETHICS

10. 1.
Follow
the
Golden
Rule
of
treating
others
as
you
would
want
them
to
treat
you.

11. 2.
Set
your
own
personal
moral
compass
and
evaluate
everything
you
say
and
do
in
business
and
in
life
by
that
compass.

12. 3.
Be
honest.

13. What Kind of
Salesperson
are you?

14. You
have
to
work
harder
on
yourself
than
you
do
on
your
job
if
you
want
to
achieve
true
success.

15. Traits
of
the
Top
Sales
Pros

16. 1.
Sales
professionals
are
on
a
mission.
Top
people
in
every
field
are
working
for
something
beyond
the
financial
rewards.

17. 2.
Sales
professionals
are
detail
oriented.
They
pay
fast
attention
to
details
and
operate
like
a
business.

18. 3.
Sales
professionals
are
extremely
empathetic
and
focused
on
the
potential
client's
needs.
Empathy
is
the
capacity
to
understand
another’s
feelings.

19. 4.
Sales
professionals
are
goal
oriented.
They
have
written
down
who
they
want
to
be,
and
what
they
want
to
have
and
do
in
the
next
thirty,
sixty,
and
ninety
days.

20. 5.
Sales
professionals
have
a
follow-­‐up
plan
and
keep
communication
flowing.

21. 6.
Sales
professionals
handle
challenges
promptly.

22. How
do
you
handle
a
slump?

23. Find
a
mirror.
Look
at
yourself
in
the
eye
and
say,
“I’m
having
poor
sales
because
I
am
not
serving
enough
clients
or
I’m
not
serving
the
clients
I
have
well
enough.”

24. WHY
SHOULD
SOMEONE
PURCHASE
FROM
YOU?

25. What makes you different?

26. What makes you LIKABLE?
The bottom line to
being successful in
selling is to help
people learn to like
you, trust you, and
want to listen to you.

27. How do you build trust?
Before you can expect
anyone to pay much
attention to what you
have to offer, you must
build their trust in
you, your company,
your brand, or even
your industry.

28. The INTENT STATEMENT
A very powerful, yet simple way to begin
a foundation of trust.

29. The intent statement is like an
agenda but a verbal one.
“The purpose of our time together now is...”
or “John and Mary, if you don’t mind, let me
explain how this type of presentation
usually goes.”

30. In order to succeed, you must know what
you are doing, like what you are doing,
and believe in what you are doing.
- Will Rogers

31. Take your sales career to the next level
and visit Tom Hopkins online.
TomHopkins.com
Facebook.com/TomHopkinsSales
LinkedIn.com/in/TomHopkinsSalesTrainer
Twitter: @TomHopkinsSales