Summary of How To Master The Art Of Selling Anything Tom Hopkins

00:00:00 - 00:45:00

Tom Hopkins' video "How To Master The Art Of Selling Anything" provides an overview of how to sell anything using questions, techniques and strategies. He emphasizes the importance of finding a product you believe in, and of using questions to help people make decisions. He also discusses the eight fears that can prevent a sale from closing, and provides tips for increasing sales productivity.

• 00:00:00 Tom Hopkins teaches how to master the art of selling by using strategies, techniques and questioning skills.
• 00:05:00 Tom Hopkins teaches how to sell anything by questioning everything and using questions to get yeses. The first step is to find a product that you believe in, and to find qualified people to sell it. The second step is to help people make decisions that are good for them. Finally, you need to have a strength of conviction and help people turn statements of fact into questions.
• 00:10:00 Tom Hopkins discusses how to master the art of selling, using the alternate of choice question as an example. He recommends using the question sparingly, and advises always being prepared for the buyer's response.
• 00:15:00 Tom Hopkins discusses the four main reasons why people are afraid to buy, and how to overcome these fears in sales presentations. He also provides a one-sentence summary of his talk.
• 00:20:00 Tom Hopkins discusses the importance of being able to pour on value in order to sell anything, highlighting the importance of empathy in the process. He also shares a poem illustrating the concept.
• 00:25:00 Tom Hopkins discusses the eight fears that can prevent a salesperson from closing a sale. These include fears based on past experiences, prejudices, and third party opinions. He advises salespeople to share the total investment or total amount, avoid using cost or price, and share the initial investment or initial amount instead.
• 00:30:00 Tom Hopkins discusses how to master the art of selling, particularly in business-to-business sales. He emphasizes the importance of using the word "transaction" instead of "deal," stressing the importance of creating a positive rapport with the buyer. He also recommends getting the buyer's involved in the sale as much as possible, avoiding using the word "sell," and stressing the importance of taking care of the buyer after the sale.
• 00:35:00 Tom Hopkins explains how to master the art of selling by breaking it down into three parts: helping clients rationalize a decision, head off procrastination, and overcoming indecision.
• 00:40:00 Tom Hopkins discusses how to master the art of selling. The first way to start selling is to ask a porcupine question, the answer to which you then write on the paperwork by saying "let me make a note of that." The second way to start selling is to ask a final closing question, and the third way is to ask a reflex question. The most popular reflex question is the date can your well off if you don't know the date. The final closing question is a minor close, and the most critical instruction Tom Hopkins ever learned is to shut up when you ask the final closing question. When you finish filling out any form, you scan it for correctness and deliver your final closing sentence.
• 00:45:00 Tom Hopkins teaches a technique for increasing sales productivity called "psyching up." This technique involves getting excited everyday for the job at hand and winning over customers.