When I relaunched the Success Is Voluntary blog and podcast this January, one of the first congratulatory emails I got was from Tom Hopkins. Tom had been a guest on the podcast 4 years ago and his episode still holds the record for the number of downloads of a SIV podcast (just over 4,500.) In his email he asked me if I would like to have him come back on the podcast. I was stunned and incredibly humbled that A) Tom is a subscriber to SIV, B) That he actually reads my emails, and C) That he contacted me with his very generous offer.
If you listened to his first appearance you know what a huge influence Tom has had on my sales career and quite frankly my life. I could not be more thrilled to get to gleen more wisdom from Tom during this interview. The thing I love about the SIV podcast is that I get to ask questions and learn from every guest we have on. The way I look at it is that I get at least 1% better from each and every guest. I thank you for coming along with me on this incredible journey.
In the interest of time, so that you can get to listening to the podcast asap, I have again bullet-pointed the things we talked about on today’s episode.
What I Learned From Tom Hopkins Today
- Tom began his real estate career at 19 and he didn’t even own a car.
- His manager tricked him into cold calling.
- Tom remembers the exact number of cold calls he made (64) to get his first appointment.
- The incredible response to his last book When Buyers Say No.
- The need to be a true professional sales person has only gotten greater over the years due to the internet.
- A professional salesperson must be sharper than ever before.
- The very best sales people are “Master Askers.”
- You must get the prospect emotionally involved.
- All customers make their decision based upon emotion and then justify that decision with logic.
- Sales people are in the emotion business.
- The importance of not using sales or industry jargon with prospects.
- Negative words lead to negative emotions, which lead to negative results. Conversely, positive words lead to positive emotions, which lead to positive results.
- Tom’s “secret sauce” is that he continues to work harder on himself than on his job skills.
- Why Tom believes we should learn one more people skill every day.
- Why being a servant leads to long-term success.
- How little things like thank you cards separate the pros from the hacks.
- How reading has changed his life.
- The two books that had the most impact on him:
- What keeps him motivated
- His generous offer of 70% off his training CD’s for Success Is Voluntary subscribers.
- His upcoming Sales Academy in Los Angeles.
- The fact he wants to make “The Tom and Tim Show” an annual event!
That is an impressive list for an interview that lasted just over 30 minutes! Below you will find links to the books we talked about, to his webpage to take advantage of his offer of 70% off, and more information about his upcoming Sales Academy.