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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Check out this Great Video from my Business Associate Jill Lublin:
Praised as a modern-day Dale Carnegie for how to be influential, Jill Lublin authored Get Noticed…Get Referrals: Build Your Client Base and Your Business by Making a Name for Yourself (McGraw-Hill, June 2008). She is also the coauthor of the national bestselling books, Networking Magic which rose to #1 on the Barnes and Noble charts for three weeks, and Guerrilla Publicity, the PR bible, which is also reached bestseller status. Jill is the founder of GoodNews Media, Inc. and hosts the TV program, Messages of Hope, and the nationally syndicated radio show, Do the Dream. In addition she has created two audio programs, three DVD training videos, and a workbook.
Jill is a popular international speaker who teaches powerful publicity, networking, and how to be influential techniques. As the CEO of the strategic consulting firm, Promising Promotion, Jill has trained companies in innovative techniques to improve bottom line results. In the past twenty years, she has worked with ABC, NBC, CBS, and other national media, and knows what the media wants.
Jill has been featured in The New York Times, Women’s Day, Fortune Small Business, Inc, and Entrepreneur Magazine, and on ABC and NBC radio and TV national affiliates.
Click here to visit Jill's website:
Jim Rohn was one of the most significant people in the history of personal development. He had a major impact on many people including me.
The most valuable lesson I learned from Jim Rohn was journaling.
On July 13, 1999 I was invited to a Jim Rohn seminar from my friend Courtland (I know the exact date because it was written in my journal). Courtland was one of Jim’s relatives so he knew Jim very well. The seminar started at noon. I arrived at Courtland office around 11 am. On the way over to the seminar Courtland handed me a present. I opened it up. It was a beautiful hardbound journal. Courtland said “You can’t attend a Jim Rohn seminar without a journal!” Courtland had purchased the same journal for Jim. Courtland told me Jim had taught him to do things in pairs. So when Courtland purchased the journal for Jim he picked up a second one for me.
Courtland and I sat in the front row that day. I took 13 pages of notes that day. Because I took the notes in a journal it helped me remember the key ideas Jim shared. In fact I was reviewing the notes from that day just recently. My favorite quote from Jim that day was:
“Service to many leads to greatness.” Jim Rohn
At the end of the day Courtland asked Jim if he would have coffee with us. When the seminar ended we had coffee with Jim Rohn at the Disneyland Hotel. That was then only meeting I ever had face to face with Jim. At that time I was just getting started in sales training. Jim was so kind to me. He treated me as a peer even though I was just getting started.
I had such a great experience journaling that day that I made it a habit. I have now been journaling for the last 10 years. Journaling has had such a big impact on my life that I have been encouraging my students to journal for many years. Thousands of my students now journal!
This all happened because Jim taught Courtland to journal who taught me to journal.
Here is a specific way to apply journaling to help you.
Anytime you attend a seminar, training, conference call, or team meeting have a hardbound or leather bound journal with you. By making this a habit you will permanently capture all the great ideas that you learn. After attending a 1 or 2 day seminar review your notes in your journal for 15 minutes per night for the next two weeks.
Here is another great Jim Rohn quote.
“Your goal is to share these ideas with others.”
Jim also had a big impact on my life through Tony Robbins. Tony worked for Jim. That is how Tony Robbins broke into the training industry.
Jim will live on through the people like me he has impacted that will continue to share with others what he has shared with us.
Eric Lofholm is a thought leader in the area of sales. He is a sales script writing expert. To get Eric’s newest script writing report, script writing audio, and script writing transcript go to http://www.freesalesscriptingreport.com/
Here is a great blog post on how to shorten your Sales Cycle from my friend Jill Konrath.
Warmly,
Eric Lofholm
Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, "Local Firm Acquires eBusiness."
"Very interesting," I thought. The company, an international manufacturer, was not in my targeted market segment -- but this high tech acquisition certainly was.
Because my prospecting antennas were twitching, I committed to staying abreast on what was happening at this firm. I sent for their annual report, periodically checked their website and kept up on any press releases.
After 18 months, the manufacturer announced it was spinning off several divisions -- and the eBusiness I'd been following was one of them.
Bingo! That was the day I knew I had a new client.
As a consultant specializing in the hand-off of new products (or services) from Marketing to Sales, it was clear to me that my services were desperately needed.
Please realize though, that at this point my targeted account didn't know they needed me. No one in their business had ever heard of me. And, not one penny in their already tight budget had been allocated for the type of work I do.
But I knew that the lackluster financial performance of this eBusiness could no longer be hidden in the profits of the manufacturing giant. Wall Street would demand results soon. Short-term results. Immediate results. And I knew I could make a difference.
After a plethora of unsuccessful attempts, I finally reached the president. This is basically what I said:
"I've been following your business. I know it's imperative for your company to have strong financial results immediately. You're counting on your new products to achieve your objectives ... and I have some ideas on how you can shorten time-to-profitability."
Following a brief 5-minute conversation, the president told me to call a key marketer on Monday, giving him a chance to talk to her first. Essentially, it was a done deal. The outcome - a highly profitable engagement with the firm.
Why am I telling you this? Because business opportunities for your firm are everywhere. In fact, they're staring you right in the face every time you pick up a newspaper or turn on the radio or television.
The Ripple Effect of "Triggering Events"
But most sellers don't use the news because they've never connected these "triggering events" with the potential for business.
For example, any time two organizations collide due to a merger or acquisition, this triggers a whole slew of problems of can lead to great sales opportunities. Long-term suppliers no longer "own" the account and the door is open for the astute seller.
Here are just a few of the areas where your opportunities might abound when firms merge:
• Sales & Marketing: Rebranding, new collateral, revision of go-to-market strategies, product launch, PR support, advertising campaign, sales training, channel conflict, compensation discrepancies, SFA/CRM systems integration, new technology.
• Information Technology: Planning, prioritization of projects, massive system integration issues in just about every conceivable area, new technology acquisition.
• Human Resources: Teambuilding, compensation issues, legal problems, downsizing/outplacement assistance, evaluating personnel, employee benefits coordination.
Once you know what to look for, opportunities for your products or services become readily apparent. They just need to be acted on.
Capitalize on "Triggering Events"
Follow the news about companies in your targeted market segment closely. Keep your eye out for any changes because they could create business for you. Once a change hits your radar screen, extend your research immediately, collecting as much information as you can before you contact someone in the company.
The key to your sales success lies in your ability to align your product or service offering with their key business needs related to the "triggering event."
When you connect with corporate decision makers, remember that they could give a rip about the process you use, your leading-edge product line or one-stop shopping. But they care desperately about business results, eliminating problems and achieving their desired outcomes.
So pay attention to the news. Right now some companies desperately need your products, knowledge or expertise because of what's happening in their business. Use the news as a trigger to identify who they might be, research them and then make that phone call.
That's the quickest way I know to create new opportunities, shorten your sales cycle and grow your business.
Want to speed up your sales cycle? How about crack into bigger accounts? Jill Konrath, author of Selling to Big Companies helps salespeople, service providers and entrepreneurs make that happen.
To get a free Sales Call Planning Guide ($19.95 value) and more timely sales tips like this, send an email to info@sellingtobigcompanies.com. To learn more about the Selling to Big Companies training programs, call 651-429-1922 or visit www.sellingtobigcompanies.com.
I remember when I was younger and in school, fear stopped me from asking out a girl I wanted to date. I can remember all the thoughts of different things I wanted to say and how I would ask her out. As quickly as the idea to ask her out popped in my head, I came up with all the reasons why she might say no. I remember the "feeling" of rejection and embarrassment even though I didn't even pick up the phone! It's as real in my mind right now as it was then. I didn't understand it then but I certainly do today.
Have you ever had thoughts of fear that have caused you not to move ahead with any of your dreams or goals? Every human on earth at one time or another feels this "fear" and reverts back into their "safety" or comfort zone. The system was created to protect us in times of real danger, but we must learn when danger is real or caused by our imagination of what may happen...again.
What ability causes one person to face and overcome possible rejection at work, in school or in a relationship easier to handle, than someone who is paralyzed by the mere thought?
A man who goes after business like a tiger may be uncomfortable with women and therefore not be able to approach a woman for fear of rejection. A woman who is miserable in a relationship may be petrified at the thought of saying anything to her spouse in fear of the potential discussion or backlash. A child may not seek out other children to play with at school in fear of rejection. The list can go on and on from fear of leaving your job to fear of hurting yourself if you try something new.
So what is really going on and how can we stop this once and for all?
First and foremost understand that fear is a very common feeling and we all have one fear or another. The "feeling" of fear is almost solely based on what we think may happen if we try and fail. It is different than actually knowing that we will hurt ourselves if we fall 20 stories from a building.
Most Fears are Illusions We Create in Our Head!
Most fears are illusions we create in our own head based on past conditioning and not based on what is possible. As children, we are natural-born risk takers and for the most part we are fearless. The meaning we give an experience when we do not achieve the result we want determines how we "see" and "feel" the next opportunity that seems like the one we've experienced in the past.
If we experience rejection more times than we care to, we tend to mentally label the experience a negative one. Over time this becomes our belief and our beliefs, as you already know, become your reality.
What would happen if we changed the meaning of an experience we didn't like? What if we learned to label our experiences as "learning" or "interesting" experiences? Do you think your tolerance level would increase for trying again?
I have learned that people who really succeed in various areas of life often frame their experiences differently than those who quickly label the experience as a negative one.
When we feel fear, we are playing a mental trick that is not conducive to growth. All growth comes from stretching oneself past the comfort zone that limits us. Risk is a necessary part of the reward. You cannot have one without the other.
Let me suggest that you start to label your experiences in ways that serve you rather than limit you. We have very few limits except the ones that we set on our selves. And those are mostly out of fear from the past. Do not let your past control your present thinking. Step out and grow. Step out of your comfort zone and be free again!
John Assaraf is CEO of OneCoach and author of Having it All and The Answer. In addition to being a regular on Larry King Live and other major media, John made his cameo appearance in the hit movie The Secret. For more information, visit http://www.OneCoach.com.
Click to hear John interview Eric.