Making Sales in Tough Times

by Tom Hopkins The best way to sum up a strategy for succeeding in uncertain economic times is a very old saying, “When the going gets tough, the tough get going.” When business as a whole slows down, many business people say there’s little they can do to change the market and they have to just ride it out. If …

Highlights of Prospecting

by Tom Hopkins The profession of selling consists of two components: Finding the people to sell, and then, of course, selling the people you find. A while back I came home from a tour and when I walked in my wife was working on a jigsaw puzzle. I live, breathe and sleep selling. It’s truly my hobby and I’m always …

Developing the Thank You Notes Habit

by Tom Hopkins I learned the value and power of thank you notes early in life. When I was a young child, my parents occasionally went out with friends for dinner. Invariably, when my parents returned from an evening out, I saw my mother sit down at her little desk in the hallway as soon as she got home and …

Closing Through the Buyer’s Eyes

by Tom Hopkins Several years ago, I attended a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said, “This man earned twice the national average in sales last year …” The speaker’s manner suggested that it was quite an achievement. But, it has been done by many, so everyone craned their …

Award-Winning Presentations

by Tom Hopkins Okay. You used some of your excellent prospecting methods to find someone who needs your product or service. You made a competent original contact. You qualified the decision-makers as to their needs and are confident your product or service will truly be good for them. Now, it’s time for the show to begin – and YOU are …