Can you believe that one freaking stroke in golf could be worth $720,000?!?!?
If you don’t follow golf, you may not have noticed that 25 year-old Rory McIlroy won his 4th “Major” this past weekend at the PGA Championship. He has now won two majors in a row and is ranked the #1 player in the world. To say that Rory has had a good summer is like saying that Bill Gates has money.
In Today’s podcast we are going to explore the process for handling objections.
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But before we get into today’s topic, I need to tell you about an exciting development! A few weeks ago I had Steve Cunningham on the show and the reaction from the listeners was unbelievable. If you will remember Steve is the founder of readitfor.me They take best-selling sales, marketing, leadership and personal development books, and turn tIhem into 12-minute animated videos that you can watch on any device (there’s also audio and pdf versions. They host workshops and mastermind groups as well. At the end of the conversation, Steve made the listeners of this podcast an unbelievable offer! He agreed to discount the “Workshop Plan’s” annual subscription. Well you guys and gals responded in droves. Because of your response Steve has agreed to become the official sponsor of the Success Is Voluntary podcast. He offered me a very generous sponsorship deal. As flattered as I was, I wanted to make sure you, the listener, were able to benefit from that arrangement more than I was. So I asked Steve to lower the sponsorship fee he was going to pay me and use that money to lower the cost of his products and services to my subscribers. He agreed! I have included a link here to the readitfor.me free trial page. If you decide after your trial that you want to continue you just need to type SIV in the coupon code before you check out. That is SIV as in Success Is Voluntary and it needs to be in all capital letters.
As you know by now, I had the privilege of interviewing Tom Hopkins last week for the Success Is Voluntary Podcast. (Listen to the interview here.) It was a great thrill for me and I have received incredible feedback from many listeners. Even though we spent almost an hour together on the call, I didn’t even come close to asking Tom all the things I wanted to. After we stopped “taping” Tom and I talked for another 15 minutes and he offered to come back on in six months to follow-up with some of the questions we couldn’t get to.
As I mentioned on the podcast, I have studied Tom’s books, techniques and audio programs for 17+ years now and thought I was about as close to an “expert” on Tom Hopkins as there was. Having said that I was taken aback by how much I still learned in less than an hour. Because I was the interviewer, I got to pick the questions that I wanted answers to and was able to ask follow-up questions. Instead of slogging through 300 pages of a book or watching 12 hours worth of a video course and then still getting a generic solution to my situation, I was able to ask THE EXPERT specific, targeted, case-specific, questions. Do you know what that sounds like to me? COACHING!!! (Shameless Plug Warning— I offer a 30 minute free coaching session and a paid coaching solution too.)
I had a great blog article for you today about the lessons I learned from my Tom Hopkins interview (listen here), but my friend Joe Buzzello put the following out over the weekend and I felt it was too important not to share TODAY!!! I believe that if you truly prioritize your sales career around the three things that Joe lays out below, you will see your checking account swell immediately!!! Don’t worry, I’ll still publish the lessons I learned from Tom Hopkins this Wednesday. Have a great Monday!!!
Guest Post From Joe Buzzello
This blog article will explore one of those unwritten rules that will ensure a successful sales career. (IF you understand and practice it) The antithesis of this law is also exact. It’s one of those laws that, if not applied regularly will absolutely kill your career in short order.
As you may already know, this episode is a huge milestone for me and I couldn’t be more excited! In this podcast I had the opportunity to interview one of my heroes in the sales game, Mr. Tom Hopkins. When I first started in the Voluntary Benefits arena, Tom Hopkins was doing sales training and consulting for the carrier I went to work for. The name of the program he developed with them was “Building Aflac Sales Champions” I still have the binder and the cassette tapes that came with it sitting in my office and I still revisit this material often. I almost wore those tapes out.
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Within my first year in sales I traveled from Seattle, Washington to Scottsdale, Arizona to attend his Building Sales Champion’s Bootcamp. I paid for it out of my own pocket with money I didn’t have. I am so thankful I did as it completely changed my sales career. According to Amazon.com Tom has written 18 books on sales including his classic How to Master the Art of Selling
and his latest: When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
Tom was kind enough to send me a copy of it last week and I haven’t been able to put it down! If you read only one book on sales this year, make sure it’s my book Disturbing Questions! But if you are going to really stretch and read two books on sales, I can’t recommend “When Buyers Say No” strongly enough!!!