Robert 
[UltraVid id=84 ]better life media America’s leading source for life improvement presents Tom Hopkins mastering the art of selling well most of you are business people so let me start off by asking you a business question I’d love you to yell out whatever comes to your mind how’s business there you go that was a test question I’d love to teach you a great word as I start with you because the in business there are days when things don’t go the way you’d plan right or wrong how do you have one of those days that everything went wrong and then one of your friends says well how are you doing and you can’t say I had the worst day of my life so I’d love to teach you this great word when anyone asks you how business is get excited and I’d love you to say unbelievable cuz that covers it either way doesn’t it so let’s start again how’s business how are some of your clients how’s your in-laws see it really covers it either way doesn’t it well I’m thrilled to be here whenever I get the chance to present my favorite subject which is mastering the art of selling I get real excited and as was mentioned I really believe that all of us in a way are in sales we’re selling people to do what we like them to do if they work for us we’re doing our best to convince people that we work with to let us be promoted so we’re all in a way in selling I think a great parent is using what I’ll teach you today to motivate their children to make decisions I think a marriage is not an easy thing to keep if you don’t learn some selling skills so I think you’ll be able to apply this to anything in your life okay so the first thing I want to talk about is mastering the art of selling now I have a passion and Pat my passion is collecting fine art and if you look back over the years to the masters of Art the Rembrandt’s the Chagall’s the murrow’s if you study them you’ll realize that they of course had a tremendous talent for art and they used oil-on-canvas well in the profession of selling or motivating people to make buying decisions the medium we use is not a canvas and not oil but what we use are strategies techniques questioning skills and when you paint the picture properly the positive emotions of the buyer to say yes to your offering are created and that’s that’s the same when I for example was early in sales I didn’t understand the basic truth that no one says yes logically they say yes emotionally then they defend that decision logically so if you are in the business of moving people – yes decisions it is done primarily emotionally now I didn’t know this when I was brand new and I want to ask you a question how many have you ever had too much month at the end of your money can I just see your hands well if you said yes to that that’s kind of the way I started I was 19 unheard of to go into the profession of selling primarily choosing real estate at that point which was a very high-end item for a 19 year old and I didn’t do well when I started now granted today I’m blessed to hold the record for the most number of home sales that have ever been made but that wasn’t true in the beginning I only made one sale in the first six months and that’s not really true I did not make the sale I was the only one in the office a couple came in and the husband said we saw a home with your sign on it and we want to buy it and luckily he knew how to fill out my form people say to me what happened Tom to change you from a 19 year old kid that didn’t know what he was doing I did what you folks are doing today I did what you watching this program are doing i invested in my education I spent the last hundred and fifty dollars I had to go to a seminar and the man teaching and I can honestly say all these years later had a life-changing effect on my life and that can happen to you when you go to a program with your mind open and you listen carefully intently you do your very best to take the pearls those certain things that are said that can change your life if you apply them and that is the real key the application of what is being covered in these programs taking it applying it and having the changes take place so I decided in putting this program together that I wanted to share with you some things about selling that most people don’t talk about see because most people you think the word selling and they go well they got to be great talkers there’s three things I think you have to have first and I’ll ask all of you here how many of you believe in your product let me see your hands how many who believe that you yourself would buy it oh boy you better how many of you are enthusiastic about the profession of selling great I want to start off by saying you got to believe in what you do I’ve had people on talk shows say Tom I’m thinking of going into sales where can I make the most money and I go that’s not how you look at finding a profession called selling you need to find something you love in fact it has to even go more than a love I think you have to have a passion for what you do you have to be passionate where you’re so excited to help people get involved in your product where you just love what you do now that they can’t say no to and never ever forget this people will say yes more to your beliefs your conviction then they will your technical skills so the first key is you gotta buy what you sell if you’re going to have true integrity I’ve had people say to me Tom I read your books I’ve heard your tapes I bet you can’t tell anything and I say no I couldn’t I could not sell something I did not totally believe was good for the consumer after they owned it and that’s the key to professionalism you have to say looking across that table looking across that desk I know these people are qualified I know they will be happy I know they will enjoy this wonderful opportunity I’m offering them your belief is absolutely critical most people that gravitate into the field of sales are good talkers all they can talk boy can they talk but I totally believe if you have to start with three things first the first thing you have to have before you start telling people what they should buy is you got to find the product that you so believe in that you’re excited about the second thing you need to do number two you need to find qualified people to sell and then of course professionally sell those people you find those are the two steps you got to find them people that are qualified then have the skill to professionally lead them to the decision of saying yes the third thing you need is you have to help people make decisions that are good for them now you’ll hear that again later on because I want you not to miss the words good for them that’s where your strength comes from I think you’ve got to look at a person and say you’re going to thank me in the years ahead because what I’m doing for you is good for you and that’s where your strength comes from so let’s start on some of these questions first of all there’s a basic truth that we all have to live by in the field of sales don’t miss us now if I say it they tended out it if they say it it’s true so the key is to take any statement of fact and see how you can turn it into a question now I teach basically 40 questions I’m going to give you the ones that I feel you can take right today start applying in all areas of your life now the first question is actually titled a tie down a tie down now the tie down is defined as a question at the end of a sentence that demands a yes response in other words it’s a way of getting yeses isn’t it that was one wasn’t it I did it again didn’t I you’re catching on aren’t you they’re kind of fun aren’t they you can make this a speech habit with practice can’t you cuz you do want to get more yeses don’t you now I’d like all of you to now join me I’m gonna say a statement I’d like you to add the tie down that’s applicable and give me a nice nod ready investing in a quality product makes sense doesn’t it gosh they’ve got to say yes to that they won’t say oh no we’re looking for something that just breaks all the time haven’t you got a real rotten product to talk to me about no they’ll say yes to that so that’s the tie down now have fun with that don’t overuse it though see some people go boy I love that isn’t it doesn’t it wasn’t it couldn’t it wouldn’t it shouldn’t it can’t you won’t you don’t you I love that thing but then they overuse it and now you’re getting pushy here’s a general rule for you in sales for every hour presentation use no more than to tie downs in the presentation that would be your maximum or you’re moving from giving them a good opportunity to say yes to getting pushy and controlling and people don’t want that today all right our next question technique is one of my very favorites and it’s actually called the alternate of choice now the alternative choice the definition is this it’s a question with two answers either answer they choose is a minor agreement leading towards the major decision so you’re always trying to give them two questions two questions you say and of course the the key to this thing is they must know the answers this is very important and the answers must confirm the fact they’re going ahead now let me give you the best uses of it it can be time you meet someone see if you say too many people in business when can we get together now you that are in sales you’re the last person they may want to meet and they’ll stall you old call me next week call me next month there that’s why you want to smile and just just say this nice question to them just look at them and use their name John I’m available to meet with you today at 3:00 or with tomorrow at 9:00 be better now they can’t say yes or no take a three take a nine either way I’m gonna meet with you you can use them on location would you like to come to my facility or should I visit you at your home they can’t say yes or no take a choice home or office they’re wonderful have fun with these two I love you too just say I’m gonna take these and teach them to my kids my three children knew all the questions before they were 10 years of age and they are different today I can remember I little eight-year-old daughter Tasha now most 8 year olds when they go to the market with dad they would say dad can I have an ice cream not Tasha she’d say dad which would you prefer I have today a fudgesicle or a popsicle yeah either way she gets her ice cream right so you can really have fun with this you can use it with your your spouse you know you if you want to go out to dinner you know what you have in the house you just smile and say what would you like tonight hunt Chinese or Italian food he says gee I love Chinese well you know we don’t have any grab your coat let’s go find some and you moved him to a decision to do what you wanted to do with the alternative choice question very very fun not your third question is called the porcupine now it’s a funny name and I know when I say it you’re going porcupine I’ll tell you why I named it this I was taught the strategy many years ago and it’s basically answered the right question with a question and then write that answer on your form agreement paperwork the challenge I had is I was nervous like most people in our business and I would forget to do it I mean all of a sudden they’d say how soon can we move into the home and I’d go well there’s 30-day possession there’s 60-day possession so what I learned to do was answer with a question how soon can we take possession John what time schedule would best suit you now when they answer that I’ve in essence closed the transaction and I called it the porcupine because I started saying I won’t forget it if I visualize they threw a live porcupine in my lap now what would you do if I did I threw a live porcupine ran at what would you do with it you’d throw it back that’s what we do with the right questions let me throw some at you ready do you have one in blue would you like one in blue isn’t it simple do you have a smaller size would you like a smaller size when they say yes they bought so simple gosh I used to love it I’d be showing a home I knew they’d love it and all of a sudden the wife would go now Tom will they leave that swing set in the back I didn’t say yes or no I said do you think the kids would enjoy when she said yes she just bought a swing set what stays with it the house so it’s a real fun technique and again you in sales you I see so many lost sales because people ask a question they would only ask because they want the product and the people don’t answer it with a question they’ve lost that sale so get sensitive to the porcupine all right now people ask me Tom why don’t people purchase my product when they should well there’s ten reasons that you should know because there are 10 basic fears that the average human being has to invest money for benefits of a product now you want to know these fears because you really want to work on them so that your presentation make sure that you eliminate these 10 fears now the very first fear I’m addressing to you that are in sales and everybody knows it they know what you do for a living the first fear is they are afraid of you why they’re afraid to be sold see we are great consumers we love to own things but people today are afraid of being sold so the key is to not come across like a salesperson but try to come across more like an expert advisor you see when you come across like an expert advisor they stop looking at you with someone trying to sell them and that’s of course when everything works the feelings are right they don’t know exactly what they should do but they they feel good about you see if you were to boil down the whole key to this business to one sense let’s just say hypothetically you you were in the elevator at the hotel and I was in the elevator uses Tom I’m studying your training I’ve read your books bla bla bla bla we got ten floors till we get to the top what is the real secret and I would say I can boil everything I teach down to one basic truth if you make something happen with people you’re going to do well in this business what is it you have the ability to have them like you trust you and want to listen to you you see if people like you then they trust you and they want to listen to you not have to they now open up and say I need more information that is when you really are going to do well in this business now the second fear that people have they’re afraid of making a mistake and you know all of us are many people have purchased something they wish they’d never purchased they were told something and it didn’t work the warranty wasn’t good and so they have this fear that hey I’m not making a mistake that’s why in any presentation you must watch as we watch the presentation to make sure that any of those fears about making a mistake are covered in the presentation now your third fear they’re afraid of being lied to see many times they’ve been told a lie in the past anyone over thirty years of age has purchased something where it didn’t do what they said it was going to do and they felt they were lied to that is why it’s so important that you are extremely honest and truthful see I believe that you can have a great presentation you can tell anybody anything based on what you’re saying if you come from a foundation of truth and that’s really really important to have a long-term integrity and ethics with your with your clients now the fourth reason people are afraid to buy is they’re afraid of incurring debt all of us are so many people have too much debt today and uncle did look at your product you’ve a may have to increase the monthly investment and right away they’re going I don’t think I can afford it I’m afraid of that so again it’s so imperative that in your presentation that you make sure they realize the value that they get because that’s what the exchange isn’t selling anything it starts with perceived value as to the benefits they’re going to get then it goes from perceived value to real feelings of value and that’s why one of the great keys to selling anything is learning how to pour on value because if there’s enough value it diminishes the investment they’re going to make fifth reason this one takes a little explaining how many of you that are in sales market your product primarily to two people a husband and wife at the same time let me see your hands okay quite a few of you you’ve got to be careful here because this next reason has to do with one of the the couple at the table meaning let’s say that you’re a real good friend of the husband and he’s made some mistake you’re close enough to tell him let’s say you’re in financial services and looking at what they’ve done with their investment portfolio they’ve made tremendous mistakes well now here’s the situation all of a sudden you were real blunt with John John what were you thinking this is the stupidest thing I’ve ever seen all of a sudden John feels his ego is threatened and the next fear takes place and that’s the fear of losing face to where he loses face in front of his wife because you talked down to him that’s why it’s very important here’s another concept make everybody at the table feel important never talk down to anybody never belittle anyone it’s amazing if you make everybody feel important which again is uplifting them how they want to do business with you not only once but for a lifetime and that’s when you really have done your job when they want to be a lifetime client my last year in sales ninety-six percent of the people I met and got involved in our opportunities were referred to me by other happy people and that only happens when you do a great job for them when they know wow this person cares more about me than making a sale and that’s something you want to work on that feeling now there’s a word for that you’ve heard it during the program and it’s called a word empathy see empathy to me is the most important thing people have to feel you have for them you have empathy for them empathy is putting yourself in their shoes in fact I have a a poem I love poetry it’s another thing I write I love it I have a poem that I think will really illustrate to you what this empathy thing is all about let me share it with you when you walk down the road of life and come to that bridge know knowing how many of you right now are just a little worried about me forgetting my poem anybody how many of you have this feeling like whoa come on Tom don’t forget the poem see if you had that feeling that’s empathy where you put yourself up here with me with all what’s going on here and me forgetting the poem you have felt that I salute you you’ve got empathy for the others of you that said Oh finally he blew it that’s great I’m worried about you let’s look at our next fear they’re afraid to say yes to your offering because they’re afraid of the unknown they’ve never heard of the product they don’t know what it’s all about this is why for I would say 90% of you that are in sales your whole process must be an education process where you are educating them as to the benefits they’ll derive from owning your product yes you are doing a sales presentation but that’s one reason why and I’ll share this with you oftentimes we test students after they graduate from our training and we follow them in their careers and the people that seemed to do the best in sales come from either the nursing background or flight attendants now I know that sounds hard to believe but we’ve followed these people and the reason is I feel is a nurse is a teacher a flight attendant has to put up as some people that sometimes are very nasty they’d have to learn how to handle the people in pain and that’s really what you do in the sales process you’re having people who might feel a pain that you can solve with your product or service and you’ve got to educate them and lead them in to feelings of ownership your next fear is the fear is because of a bad past experience see they had a bad past experience they said yes to something in gosh they wish they had never seen it and right away you sound like that last person and they go we had that happen once before now you’ll also find another truth you that work with people over 50 as they look into their golden years they are reluctant to take risks like they did when they were younger so you really have to make them secure with your presentation to where they feel boy this is really going to be good for me and that’s why again they all have bad past experience memories if you don’t handle them properly in your presentation now number eight is important their fears can be based on prejudice meaning someone prejudiced them I had this happen in my my career was the only time it ever happened once in all the years I was in business and sales I had a couple who was definitely qualified but after two years of working with them I could never close a transaction and the reason was they had been prejudiced now prejudiced by number nine their fears were based on a third party their parents said they shouldn’t do it their grandparents said they shouldn’t do it and so they’d been prejudiced by a third party and because of that that fear of making the mistake the fear of all the things we’ve talked about overwhelmed them and they could not go ahead now your last fear is an interesting fear it’s a fear because of the words you say now when I first started with you I I mentioned comparing selling to an art form and the great masters using oil and canvas and we use words with people and every word you say has one of two effects on people either it’s a positive effect or it’s a negative effect and I’m going to really ask all of you you that are participating to not use these eight words because I totally believe a person can be this close to saying yes or this close to saying no and all of a sudden they hear one of these words and the fear overwhelms them now the first word you don’t want to ever say to them when you’re telling them how much the product or service is is the words cost or price see because as soon as you say the cost is the price is their first reaction is it’s too much or we should shop around for a lower price now that’s what cost or price triggers John the price of this vehicle is twenty eight thousand five hundred right away they go that’s a little higher than I thought maybe we should go up the street to another dealership or many people today are overwhelmed by the appreciation of what things have gone up to and so you give them a price and it knocks them out so I’m really going to ask you when you tell people how much your product or services don’t use cost or price share with them the total investment or the total amount now the next word is a real fear producer and I know many of you may be when you’re asking them to invest say well now let me just go over the downpayment now as soon as they hear downpayment the first thing they think is gosh I didn’t want to come up with the money right now because see downpayment means right to check and they go we’re not doing that we’re only looking today we’re shopping we’re not buying today so I love you instead of downpayment to say the initial investment or the initial amount those do not create the fear that downpayment creates now your third word you don’t want to say because everybody in the country has too many of these and that’s the words monthly payment see when you say monthly payment it takes them back to that little table that they sit at once a month and they write a check and they hope they have enough money to pay all the bills so I’d love you to not tell them the monthly payment instead use the monthly investment or the monthly amount monthly investment or monthly amount and of course your next word boy you talk about a scary word don’t call it a contract see when you say let’s go over the contract they remember mom and dad saying don’t you get near a contract in fact if you get near a contract you better read the small print and if you don’t understand it make sure you get an attorney involved so all of that is built in when you say let’s go over the contract so instead of calling any printed form that you fill out and they put their signature on don’t call it a contract call it either the paperwork or the agreement or the form see it’s a whole different feeling the next word you don’t want to say is a small word but it’s very fearful don’t say the word bye see when you say when you buy this that’s what they didn’t want to do they’re there to look so every time you go by when you buy you’re gonna love buying here buying there buy this they go we’re not doing that today and many of them you’re gonna meet have made a pact before they meet you where that husband said to that wife marry you keep your mouth shut we’re not buying anything we own too many things you can’t say no I’m not sure with this whole things about so right away every moment you say bye they put up the defenses so drop by and from the moment you meet them use the word own see it’s amazing people love to own things they’re just afraid to buy them and again it’s a whole different feeling it’s amazing instead of saying you know when you buy in this neighborhood versus when you own the pride of ownership that people do that live here and it’s a whole different feeling and we are again helping people emotionally say yes then the next two words they’re the same in essence but the next two words are very scary words they are sell are sold see when you say to someone when I sell you this right away they go you’re not doing that we decided we’re not buying you’re not selling us or some people go you know we sold your friends and they go yeah you pushed him into it you’re not doing that to me so try to drop from your entire vocabulary the word sell are sold you use the terms get them involved get them involved or help them acquire we’ve helped so many companies acquire this business machine we get so many families involved in this area it’s amazing they’ll let you get them involved they’ll let you help them acquire it they just don’t want you to sell them and again it’s a whole different feeling all right the next words a word I really dislike and when I hear it I want to grab the person and say you know if I were your client and you said that word to me I would be on my way out because I don’t want to get involved in one of those and the next word you don’t want to say is the word deal see so many people have gotten into a bad deal that they were told was a good deal so you of course say this is a good deal and they go back to the past and go we had one of those no thank you very much we’re not getting involved in another deal especially people over 50 they hear the word deal when they go back ten years ago when they lost all they had in savings because someone said it was a good deal and it wasn’t so instead of the word deal whenever you’re talking about how great this opportunity is you use that word either opportunity or transaction John I think you’re gonna agree this is an excellent opportunity for you I think it’s a transaction you’re really gonna be happy about now in business-to-business sales this is wonderful because oftentimes your decision-maker is not the president or the CEO of a company and when they hear the word deal they get skeptical but when you say to them this will be a transaction that all of your company were thrilled with it doesn’t create that fear of a bad deal now you’re doing everything right and you’re moving right along you’ve filled out your paperwork you’ve done everything and it’s now time for you to go for the signature and you ask him to sign it don’t ask people to sign anything what a mom and dad said don’t you sign anything and that one word sign where they were heading towards a yes can push them into no so instead of sign we asked them to okay it John I’ll just need your okay here or you can ask him to approve it John I’ll just need you to approve it or you can ask them to authorize it just need you to authorize my paperwork as you would have checked or you ask them to endorse it it’s amazing they’ll okay it they’ll approve it they’ll authorize it they’ll endorse it but they won’t sign it and I mean it I’ve watched it I had one company do tests on this they had they decided after they invested in some more training to say let’s test this and it was amazing how many people when they were asked to sign it said we’re gonna think it over we’ll get back to you amazing and I really want you to work on this I mean practice it John I’ll just need you to okay my paperwork right here and we’ll set up delivery next week some of them won’t know what you mean they won’t know what you mean watch I’m gonna have you be the buyer all of you are the buyer already and I want you to say when I ask you to go ahead I want you to say oh you mean sign it ready so John Mary I’ll just need your approval right here and we’ll set up delivery for next week when they say oh you mean sign it all I want you to do is give them a nice smile nod your head and say one word fine and now they know what their job is try a gang it works John Mary I’ll just need your authorization right here oh you mean you want us to sign it fine and nod with a smile and they know what they’re supposed to do and they will take that pen and put their approval on it if you’ll do it just like that now let me go into what I consider they the thing that makes our organization different than most because we really work on one subject and it is the biggest art form of the art form of selling and it’s called the art of closing a sale and it is the one area that people have the most challenge with they can prospect they can make calls they can usually do a decent presentation but where they fall down is moving from giving information sharing all the presentation and then moving in to the final closing of a sale and this is an art form now I will say this to you if I were to walk on this stage five of the highest-paid people in the United States and sales had them sit at a table or desk and do their presentations you would see differences in the way they came across but the same would be true of all of them they would all end up getting the check because they have developed what they call their own closing style and that’s what you need to develop now you can copy someone else and then take that and make it yours now let me give you the definition of closing because many people don’t know it it’s professionally using a person’s desire to own the benefits of your product then blending your sincere desire to serve in helping a person make a decision that’s truly good for them see that I made that in bold print good for them that’s when you do the job right now what really happens when you close the sale you know you are really doing four things number one you help clients rationalize the decision they want to make that’s what you’re doing you’re helping them rationalize it the second thing you’re doing number two is you help clients head off procrastination see they are procrastinators but with your great presentation you head that off number three you help clients deal with their fear based on what I’ve taught you so far today we don’t produce fear with the words we say number four you help clients overcome indecision overcome indecision now those are the four things you do when you’re great at that table presenting and closing a sale the final closing this is the final closing begins one of three ways the first way it begins now I’m talking to whoever they need to say yes and now I’m going to the final closing the first way it starts is the buyer asks you a porcupine question the answer to which you then write on the paperwork by saying let me make a note of that in other words they go Tom will you train us to use the copier you don’t say yes he smile and say his training something you’d like when he says yes you then move right out of the forum well let me make a note of that training required and I am closing the transaction that’s such a beautiful way to start the second way it starts number two you ask them the what we call a final closing question and it’s a minor close it’s called the test close so you ask them a test closing question gosh I’d love you that are in sales to just turn to the buyer and just say this sentence John how are you feeling about all this so far I didn’t ask him to buy I said how do you feel when they say they feel good that’s when you know it’s time to move right on to your paperwork by just saying let me make a note of that the next way it begins say there’s three ways the third way it begins is you just ask them a reflex question and move on to your paperwork now there are more than this but the most popular reflex questions number one is the date can your your well off if you don’t know the date just smile and say you know John I’ve been running at such a pace you know the date he gives it to you just thank him and put it on your form and your closing number two the correct spelling of the name don’t do this with the Jones or Smith but if it’s mr. stenz Kowski smile and say mister since Kowski can you help me with that spelling well I sure can he spells it you fill it out on the form the third way which was my favorite was you asked the middle initial Mary did you have a middle initial she says B you say let me make a note of that and you on the paperwork and you’re gonna have such fun when you make this happen now here’s another very very critical point when you finish filling out any form you pick it up you scan it for correctness and deliver your final closing sentence you want to write your own let me give you an example here’s what we call just a generic one John with your approval right here we’ll set up delivery for next week and there you’ve asked him to put a signature on it now here is the most critical instruction I’ll ever give you and I learned this many years ago whenever you ask the final closing question and you that are taking notes you can score this big when you ask that final closing question you must shut up see if you talk you’ll end up owning it let them have it now this takes a little work cuz it’s it’s nerve-racking when you smile and say John I’ll need your approval right here and you shut up all he can do is either give you the reason he’s not going ahead or put his approval on the paperwork I’d like to have you join a very elite group and those are the people that know how to handle the words that want to think it over now all of you in sales are gonna here I want to thank it over and I’d love you to learn what to say because this is most important thing you’re gonna do in all your career is when they say they want to think it over you want to smile and be real nice and just learn these words you say oh that’s fine Mary obviously you wouldn’t take your time thinking this thing over unless you were seriously interested would you I mean I’m sure you’re not telling me that to get rid of me so may I assume that you’ll give it very careful consideration she will agree then you simply say just to clarify my thinking what phase of this opportunity is that you’d like to think over is it the quality of the service I’ll render is it the color is it something I’ve forgotten to cover she says no to all of that and then you simply say seriously level with me could it be the money because nine out of ten times it is the money she will say the next thing Tom I think it just cost you much please when anyone says it costs too much just smile and say you know today most things do can you tell me about how much too much you feel it is now you get an amount of money then you move to the next strategy which is called a reduction to the ridiculous where you take an amount of money find out how many years they’re gonna enjoy the product get it to an annual amount then go to a monthly then to a weekly then to a daily see a home that’s only 25 cents a day too much is easy to accept rather than a home that’s three thousand dollars more than they want to pay and that reduction or ridiculous is a fabulous technique all right the last thing I want to share with you is this you got to learn to psych up every day in business no athlete walks on the court of the field without getting some adrenaline pumping so I’m going to ask you to learn how to psych up and I love you to start tomorrow morning by saying this with enthusiasm three times in the morning today I will win why I’ll tell you why cuz I got faith courage and enthusiasm let me hear you do that today I will win why I’ll tell you why because I have faith courage and enthusiasm you do that three times that adrenaline gets pumping I’ll tell your spouse what you’re doing you’ll get out of that shower excited for the day you got to be excited today I’ve so enjoyed presenting this and so hope you’ll take the ideas apply them tomorrow have a greater income be the person of your dreams thank you so much we hope you’ve enjoyed this special presentation of Tom Hopkins mastering the art of selling if you’d like to own a copy of this program or any of better life media’s programs please visit our website at better life mediacom where you’ll find all types of valuable life improvement information you you
