Eric Lofholm Training For Sales Mastery
Leading edge training in sales, objection handling, and sales scripts to effortlessly close sales
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I love recording these videos. It's a great way for me to share some amazing ideas with you as I go about my day. I recorded this video on a trip down to the Bay Area to speak at Arvee Robinson's event.
This idea is one I have used in my business consistently over the years to help me close more sales. I know it will work for you too!
Watch this video now!
Eric Lofholm
Master Sales Trainer
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Do you want to become a master closer? My number 1 closing tip will help you become a master closer. My number 1 closing tip is to have the prospect want what you are offering before you get to the close. The close is the natural conclusion to a well delivered presentation. The heavy lifting is done in the body of the presentation. When you improve the body of your presentation your close ratio will go up.
I was having a conversation with my sales manager today, Larry Getz. Larry was talking with me about how important probing questions are in the presentation. Strengthening your probing questions will assist in creating desire in your prospect to want your product or service. Always remember that during a sales presentation everything counts.
Star of the Week
Bianca Anderson is this week’s star of the week. Bianca became a client of mine on March 31, 2011. In our coaching session Bianca shared some of her presentation with me. Here were a few of the tips I gave her on how she could improve her presentation. I told her to really work on the trust and rapport section of the presentation. I also told her to be more conversational in her delivery of the script. (Sometimes people read their script. What you want to do is BECOME the script). I spoke with Bianca today and she told me she made 2 sales in the last two weeks implementing what I told her. Her commission was over $1,300! Bianca, those are the first 2 of many sales you will make using my techniques.
$995 Boot Camp – No Charge
On May 14 and 15 I will be teaching my 2 day signature boot camp called The Close. I have 68 tickets left. You can attend this $995 boot camp as my guest. Lisa Nichols will be teaching the seminar with me. She is one of the stars of the movie The Secret. She is also the bestselling author of the book No Matter What. This is your opportunity to train with 2 of the world’s leading sales trainers at no charge.
To learn more about Lisa Nichols watch this video.
The boot camp is being held at the Doubletree in San Diego, California. People will be flying in from all over the country to attend this event.
To register go to http://saleschampion.com/close/ . If you would like to bring a guest encourage them to sign up today while tickets are still available. Here is a short video about the boot camp.
HOT New Coaching Program
I have a brand new coaching program. This is the best coaching program I have EVER put together. There are many benefits to the program including you will be reporting your results directly to me. Each month I report my results to my coach, Jay Abraham. This accountability makes a HUGE difference for me. Jay is helping me double my business. My new coaching program can help you double your business…if you are a highly motivated, action taker that is coachable. I don’t have an exact number of clients I will be working with but it will be around 100. Would you like to interview for one of the coaching slots? If yes, then email me at eric@ericlofholm.com and put Coaching in the subject line. Include your name and phone number in the body of the email. I am expecting a HUGE response to this offer. Because of that I will be doing a conference call on Friday morning April 22 at 10 am pacific to go over all the details of the program. The phone number to use is 712 432 0404. The pin code is 513553#.
Would you like to have me train your team for FREE?
I love teaching sales skills. My regular keynote speaking fee is $5,000. I have 10 openings in May and June to do conference calls or webinars for teams of 10 or more. I am willing to waive my speaking fee and train your team for FREE. During the training I will teach your team 3-5 of my best ideas on sales. The training will be done with me personally. It will NOT be one of my trainers. To check on my availability and to schedule a time for me to speak with your team email my assistant Vicky@ericlofholm.com.
Recommendation of the Week
I want to recommend a great book called Tell to Win by Peter Guber. I bought the book and loved it! A funny story about the book is the day after I bought it, one arrived in the mail. It was a gift from my client J Bushnell. I then gifted my extra copy to my client named Eric. Here is a short video about the book.
Order the book now at http://www.amazon.com/Tell-Win-Connect-Persuade-Triumph/dp/0307587959
Many people fear the end of their sales presentation when they must ask for the order. Why? Because they don't know what their prospect is going to say. They worry because they are afraid the prospect will raise an objection they aren't prepared to answer effectively. In some cases they may avoid the sales presentation completely because they don't want to close.
If you don't have a confident and effective final final close, you are leaving money on the table. The final final close is the sentence you say when you are looking for a commitment from your prospect.
In this video, you'll see me role play and hear how I respond when David gives me a really really tough objection to my initial close.
You'll learn a script that tells you exactly what you can say, no matter what your prospect says. This script can be used to effectively handle any objection.
Watch and enjoy!
Click the “Like” button below.
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Warmly,
Eric
This is one of the simplest ideas yet I am constantly amazed at how many people don’t ask for the order when they are speaking to their prospects. If you are speaking to someone and you don’t ask for the order you didn’t give a presentation you had a conversation.
It is not necessary to use high pressure when asking but you must ask.
Here are some simple ways to ask for the order:
1. How do you feel about moving forward?
2. What do you say we give it a try?
3. I am open on Tuesday at 3:00 or Wednesday at 3:00 what would work best for you?
After you ask for the order be silent. Selling has its own language. Part of the language of influence is silence. Silence is a simple technique yet very powerful. Consider the following scenario. Most of us have seen the girl scouts selling cookies in front of the grocery story. Usually what happens is they ask us if we would like to buy some girls scout cookies. After they ask have you ever noticed they are silent? The reason they are silent is because that is part of the sales presentation.
Part of the Language of Influence is Silence!
Does this technique work? The girl scouts have sold millions of boxes of cookies through the years. Now imagine this scenario. Instead of being asked if you would like to buy some Girl Scout cookies, she gave you a business card. She then explained to you that if you go to the web site you can purchase as many boxes as you would like. If she handed you a business card would you go to the web site and buy some cookies? The answer is no.
Unfortunately most people give out their business card and tell the prospect to call them when they are ready. Don’t fall victim to this pitfall. Ask for the order!
Success,
Eric Lofholm