The Key to Success in Sales – TRUST! by Terry Hawkins

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Volume 1, Issue 15
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Terry Hawkins


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Terry Hawkins, CSP

Passion, People & Profits


Terry Hawkins is the most recent addition to the SPEAK! roster and WOW! are we ever excited to work with her! Terry has worked with hundreds of franchise businesses around the globe, assisting them in achieving outstanding results in sales, management, leadership and productivity break-throughs. As an award-winning speaker and educator for 30 years, and successful businesswoman for 23 years, Terry has become renowned for spear heading change and accountability for franchisees and their teams.


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Skyrocket Your Sales (Part A)

The Key to Success in Sales - TRUST!

by Terry Hawkins


We've all heard that the foundation for successful sales transactions is trust. If your prospective customer does not trust you, it will be very difficult to make the sale. Building what I refer to as the 'Circle of Trust' is an essential part of client engagement for any successful and profitable sales professional. The negative perceptions often associated with scamming or pushy salesperson stereotypes only exacerbate the process of building trust with certain customers. It's a hurdle that must be overcome if the relationship is to have mutual value.

Sales professionals have a perception of themselves, and clients have their own perception of the buying process. Thus by employing several critical techniques to build the 'Circle of Trust', you enable a customer to become more comfortable and trusting in the relationship. It facilitates the introduction of your product and the buying decision.

When sales people rush to sell - trying to get there too quickly - it has the potential to undermine the trust building process. Establishing a trusting relationship is the first and most vital step required to make the connection with the prospect and effectively engage them to be open to you. Whether you call them customers, clients, or buyers, you must understand and acknowledge that they are all individuals who bring their own biases, opinions, attitudes, and knowledge and (mis) perceptions to this exchange.

Understanding and accepting that not everyone will buy what you are selling is also important. The non-buyers add to every sales professional's experiential training. Think of it more as an opportunity to practice your individually perfected approach, rather than a failure.

In closing, it may be beneficial to do an audit on where you and your team sit on the scale of trust building. What length of time do you give to developing Trust Building Techniques in training? Where would a more trusting relationship with your customers benefit you and the bottom line? The more time you take at the beginning of a sale, the longer the relationship you will have with the customer. Happy Selling!

Terry's fantastic to work with and she pours seemingly unending reservoirs of energy and fun into everything she does. All that energy coupled with her extensive background in helping franchisees and small business owners succeed is a recipe for an extraordinary event. As Terry says,

"Why WAIT to be GREAT? It's either NOW or TOO LATE!"

Let us know if you'd like to chat about the value that Terry can bring to your next conference.

More soon!





Katrina Mitchell 
Chief Match Maker
Franchise Speakers That Deliver!

We know the Franchise World.  It's all we do.

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SPEAK! Franchise Speakers 2229 Mariposa Ave Boulder, Colorado 80302 United States (720) 304-3710




Kwik Quotes

"Terry Hawkins gets it." Many speakers are very entertaining but many do not allow for learning and 'take home' outcomes ... Terry does. Terry, through her work with franchisors and the development of their teams, understands the important relationship link between franchisors and their franchisees. Indeed, she is able to provide franchise staff with strong corporate messages, which comes from a thorough understanding of the franchise business model. She is always on message whilst providing vital learning outcomes to delegates. I have had the pleasure of appointing Terry many times to the keynote speakers' panel at the annual Australian Franchise Convention. Terry is able to bring substantial depth to her presentations and resourceful learning outcomes for delegates. She walks the talk and her sessions are sensational."

Richard Evans, CEO
National Franchise Council - Australia

"Terry has performed as the keynote speaker for our annual convention twice, on both occasions her presentations were brilliant. She is able to engage the audience with energy and genuine empathy. Her knowledge and experience provides an anchor for us to feel safe, then Terry leads us on a journey of possibilities that is both inspirational and transformational. The best part is that four years after her first presentation our delegates are still talking about how their lives changed for the better and how they now passionately use the behavioral tools Terry provided them with."

Rob Anderson, Chief Executive Officer
Best Western Australasia

"Another year, another conference and another audience wanting MORE, MORE, MORE. Thank you so much for your contribution. As always your vibrancy, your passion and your encouragement are awe-inspiring. You truly are one of the greatest influences this organization has encountered."

Debbie Williams, Communications Manager

"My name is Ellen Parker and I was at your recent presentation. I just wanted to say one big massive thank you for your words of wisdom and how much they have impacted upon my life. Words cannot describe how valuable your information was, and how easy it was to understand. It was so was brilliant! Also, I want to say that a lot of us really, really loved you and honestly you are the best speaker we have ever had. Once again thank you, thank you so much for sharing your presentation with us, it was absolutely phenomenal!!"

Ellen Parker (Franchise Owner)
National Franchise Conference

"From my conversations with our franchisees they said it was their best ever conference... Thank you for setting the tone and mood. I was doing some people watching right up to the end of the conference and people would not allow others to be negative and it was so obvious that the message had got through."

Phil Chandler, Product Manager
Snap on Tools

"I would like to support and endorse Justin's comments and to let you know that Terry was a keynote speaker at two Ozmo Conferences in Australia in the past years. Terry got the highest assessment of any of the keynotes that we have had present to our group."

Tony Deleede, CEO
Fitness First

"Thanks for such a fantastic couple of sessions on Saturday. I've been with Flight Centre Ltd since 1997, attended about 30 conferences and that was the best, most inspiring and educational I've attended by a long shot. The day as a whole was spot on but your two sessions were the icing on the cake, just sensational."

Nick Queale, Area Leader SA WA
FCM Travel Solutions

"The feedback from people all weekend was amazing! Other speakers also referenced your presentation and their feedback about you was sensational! Great work - incredible content and delivery!"

Matt Alderton
Franchise Owner of multiple Subway Stores