In this program titled Back to the Future in Sales, Tom Hopkins and J. Douglas Edwards teach the original, complete system that Mr. Edwards taught. Doug teaches. Tom interjects examples and information that makes Doug?s training relevant to today?s marketplace. It?s an entertaining, educational and exciting series you?ll listen to again and again!
So take a ride back into history, and hear the power-house sales teaching of sales legend J. Douglas Edwards just as if you were a sales professional back then. His advice sparkles like diamonds even today and is amply applied to penetrate accounts, and out-ace competitor sales teams. Meet the legend who trained Tom Hopkins.
Here?s a sample of what you?ll discover:
- Why you?re not really selling a product or service
- The psychology of buying explained!
- How to tap into the values of your buyer and close more accounts
- A questioning technique that stirs up the buying emotions of potential clients
- The Best Things in Life close, word-for-word
- 15 examples of tie-down questions
- A question technique that buries objections with benefits
- How to use ?Switch-off? questions to dissolve objections
- 6 examples of ?Control phrases? to direct the conversation
- The classic 5-card referral system for filling your pipeline with warm leads
- How to avoid giving presentations to people who aren?t qualified to buy
- Words that trigger stalls and objections and words that motivate
- How to handle ?It costs too much?
- The formula for handling objections during a presentation
- How to make an expensive product seem affordable
- How to handle, ?I?m happy with my current product/supplier?
- 3 neutralization sentences that melt buyer negativity
- How to know when to close the sale
- 23 sales closes
- The biggest secret of closing
- How to use what?s called ?defensive persuasion? to get people to approve the paperwork
Plus so much more! You?re getting a complete A to Z selling system that decisively gives you the edge!
Tom Hopkins and J. Douglas Edwards