“Everyone is in
selling. If my
audience doesn’t
laugh, I didn’t make
the sale.”
“A great leader is
someone who
is extremely
well-prepared when
an incredible event
occurs.”
“Be a positive voice
for all you know
who are in need.”
“Live a life that’s
like a song of love
for all your fellow
man.”
“Focus only on
the shot you’re
making, and a
good round will
result.”
“Develop a passion
for all aspects of
your game:
practicing,winning,
losing, and above
all...being the best.”
“Winners never quit
and quitters never
win.”
“Preparation is
priceless. You do it
until you can afford
to pay others to do it
for you.”
“Defend the truth.
Tell it like it is, and
you will always win.”
“During the darkest
of times, be a
shining example of
leadership.”
“Surround yourself
with the right
people & great
things will happen.”
“Have a love affair
with your work,
and it will bring
you riches and
wealth.”
Leadership Skills
for the Achievement of
Greater Success
with Tom Hopkins
A. Everyone Sells
B. Management vs. Leadership
A. Enjoy the benefits of being
a ‘master asker’ and
teaching your people
to lead with questions,
not just talk and tell.
Card trick analogy:
3. Face
J Q K
1. Color
2. Suit
or
Number
Odd Even
Low High
1. It’s my obligation to qualify
and make the decision as to
what product or service is best
for them.
N
E
A
D
S
Now
Enjoy
Alter
Decision-maker
Solution
2. Every answer must confirm
the fact that they are
going ahead.
3. If my tactics are
sound, they can’t
fight me.
B. Questioning Strategies –
Effective questioning includes
two types:
1. Open questions - Questions that
require thought on the part of the
buyer. They yield more information
and encourage continued
discussion. They are questions that
uncover information: Who, What,
When, Where, Why, and How.
2. Closed questions - Aimed at
obtaining the right answer — most
often a single word or two,
a yes or a no.
a. Tie-down - A question at the end
of a sentence that demands a yes.
b. Porcupine – Answering the right
question with a question, and then
with their response, moving onto
the paperwork.
c. Involvement - A question the
clients must ask themselves after
they get involved. It mentally throws
them into the future and assumes
ownership.
C. Using positive language
Sell or sold
Get them involved
Buy
Own
Price
Total amount
Problem
Challenge
Sign
OK, Approve,
Authorize, Endorse
Step 1:
Impact - Consciously hearing,
writing, reading,
and saying the techniques.
Step 2:
Repetition - You must hear, write,
read, and say the techniques a
minimum of six times
to get 62% retention.
Step 3:
Utilization - Consciously making
myself use the techniques.
Step 4:
Internalization - When the
techniques and strategies are
transferred to my product, then
they become a natural part of me.
Step 5:
Reinforcement - Going back to
basics once every year. Everything I
do must be done on reflex.
1. Contests pit salespeople
against each other.
2. Incentives pit salespeople
against themselves.
3. Motivate your salespeople
with an ongoing incentive plan.
4. 20% of the participants
should win something.
1. Work on keeping
your own attitude
positive—at least in
front of the team.
2. Take time to understand each
follower’s unique individuality.
3. Set up a free, in-house
training library. Add to it often.
4. Conduct regularly-scheduled
performance reviews. Let your
people know where they stand.
5. Attack pending challenges
and rapidly make tough
decisions.
6. Instill in your team the belief
that they can become as great
as you, almost.
They fall in Love
with what they’re doing.
They are Enthusiastic
about the business.
They have the right Attitude.
They have a Desire to learn
new things all the time.
They study and Emulate
other leaders.
They Respect the members of
their team and earn respect
in return.
They enjoy being Successful.
They are Humble
about their success.
They acknowledge the team.
They use their Imaginations
to come up with the next
level to aspire to.
They develop a Passion
not only for business,
but for life.
The essence of leadership is to have the
ability to make your followers believe
you possess superior knowledge of the
situation or the industry—that you have
greater wisdom to cope with the
unknown, or that you have a greater
moral force.
Thank you for your time today.
Thank you for your commitment to
greatness.