In this week's newsletter I will share with you a key idea for your sales presentation

1. Key Idea for your Sales Presentation
2. Star of the Week
3. Where is Eric?
4. Script Critique
5. Sales Closing Videos
6. Sponsor of the Week
7. Quote

1. Key Idea for your Sales Presentation

I am a firm believer in preparing your sales presentation in advance. The first step of a sales presentation is to establish trust
and rapport. Rapport is a state of harmony that you enter into with the prospect. After you build trust and rapport the next step
is to identify customer needs. In this section of the presentation you must find a want, need, or problem that the prospect has
that your product or service will solve. Before going on to the next section of the presentation you must identify the want, need,
or problem.

I was coaching one of my clients this week and she told me she created great rapport with the prospect. Then after she finished the
presentation she and the prospect agreed they would do a follow call. When she contacted the prospect to set up the follow up call
he would not return her calls. I asked her what was the problem that the prospect had that her product was going to solve. She was
not able to answer that question. This is probably why the prospect wouldn't return her calls. He didn't connect that her product
was going to solve a problem for him. The reason why this is so important is because the satisfied man doesn't buy.

Identifying a problem is not enough. Some problems people are willing to fix and other people aren't. Consider this example. When we
moved into our house my wife didn't like the paint color on one of the walls in our bedroom. She decided she was going to paint the wall.
She did a great job painting the wall...except there is a spot in the upper corner of the wall that was missed. It is easily noticeable. So
we have a problem...there is a spot that needs to be painted in the upper corner...except the problem is not a big enough problem where
I am going to get on a ladder and fix it...or hire a handyman to fix it. So that corner will probably stay that way as long as we live
in the house.

On the other hand my carpets needed steam cleaning. Part of my 4th of July holiday was spent steam cleaning my carpets. In fact I
cleaned the carpets on July 4th. I have steam cleaned carpets before. So being the handyman than I am not I decided to rent a steam
cleaner and clean the carpets. Well disaster struck. After steam cleaning the carpets (I have a sore back to prove I actually cleaned
the carpets myself) the carpets looked worse than when I started. I was none too happy about that. First I decided to steam clean the
carpets. Then I got in my car and went to the grocery store to rent the cleaner. Then I cleaned the carpets and got a sore back. Then
I went back to the grocery store with 1 minute to spare on my one day rental. Then when I returned home the carpets were worse than
when I started. Here is the point of the story. The carpets look horrible and I will be hiring a professional carpet cleaner to fix
them.

So I have 2 problems. One is the paint and the other is the carpets yet I will only fix the carpets.

So when you give your presentation find a want, need, or problem that the prospect has that they are willing to pay to solve. Master
this idea and watch your sales soar.

Happy Selling,

Eric Lofholm

2. Star of the Week

I received this really cool email this morning. Here is the unedited email I received from Guy Burns. His website is at the end of the
message. On his site he has a really cool Bob Proctor recording. Check it out.

I have been a protégé since December of 2010. While I still have a long way to go in closing more sales I have made some great strides over the last 8 months.

When I signed up as a protégé I had recently started working with a company doing full day training classes. Part of my income is derived from Back Of Room sales. All of my sales experience has been one-on- one where I could watch the prospect's response and body language then adjust my presentation and questions as necessary to close the deal.

BOR sales is a different animal. My first few months I was at $6-10 per person in sales. The minimum level to receive any commission is
$16 per person. I have always been at or near the top of any sales team I was on and have taught sales for several years. It was very frustrating, and humbling. After listening to your script writing and closing ideas as well as implementing ideas we discussed on our initial one on one call my sales started improving.

Over that last 8 months I have gone from the bottom of the team with less than $10 per person to near the top. As an example last week I taught two classes and had $63 per person and $102 per person in sales. My commissions from those two classes alone almost paid for my entire protégé program. As a result of these success I have been asked to speak on sales at the annual conference in September . Another unexpected benefit is that a fellow trainer email me last week when she saw my name on the conference agenda and ask me if I have a coaching program to help her with her sales. Which of course I do.

While I have also been studying other sales programs this year you are in integral part of my success. The protégé program has paid for itself many times over already and it has only been 8 months.

Thanks,

Guy Burns
President
Success And Beyond
702-845-3603
www.successandbeyond4u.com

3. Where is Eric?

Do you like GREAT, live sales training motivational seminars? If yes, select one or two below and register. There is no charge
for each of the seminars below. Here are the cities I am in:

Costa Mesa / Newport Beach
San Diego
Hawaii
San Francisco
Phoenix
Do you know anyone in any of these cities? Will you kindly forward them this email and encourage them to sign up for the seminar in their city so I can change their life.

How to Sell in the New Economy
Wednesday July 13
7:00 pm to 9:30 pm
Ayres Hotel & Suites
Costa Mesa / Newport Beach
325 Bristol Street
Costa Mesa, CA 92626
To register go to http://howtosellintheneweconomy.com/

A 1/2 day with Eric Lofhom and Loral Langemeier
Friday July 15
9:00 am to 1:00 pm
Handlery Hotel and Resort
950 Hotel Circle North
San Diego, CA 92108
To register go to http://liveoutloud.com/loral/san-diego-july15-2011/

How to Sell in the New Economy
Wednesday August 3
7:00 pm to 9:30 pm
Neal S. Blaisdell Center
77 Ward Ave
Honolulu, HI 96814
To register go to http://howtosellintheneweconomy.com/

The Close
Friday and Saturday September 9 - 10
9:00 am to 5:00 pm both days
San Francisco Airport Hotel to be determined
To register go to http://saleschampion.com/close/

How to Sell in the New Economy
Wednesday October 19
7:00 pm to 9:30 pm
Phoenix, AR
Location to be Determined
To register go to http://howtosellintheneweconomy.com/

4. Script Critique

Dave Iuppa is one of the world's leading script writers. Dave has time in his calendar to do 20 script critiques during July. There
is no charge for Dave to do a 30 minute script critique. For the first 20 people who request a script critique you will receive one
from Dave. This is good for anyone that has not done a script critique with Dave Iuppa before. To request your script critique go
to http://www.freesalesscriptcritique.com. I receive emails almost daily from clients who have received a script critique from Dave
letting me know how valuable it was for them.

5. Sales Closing Videos

Would you like to watch some great sales closing videos? You can watch 21 closing videos that I did by going
to http://www.saleschampion.com/eric-lofholm/ and filling out the red box on the right. Let your entire team know about these great
videos.

6. Sponsor of the Week

This week's sponsor of the week is Ellen Finkelstein. Ellen can help you present using PowerPoints. She is fantastic! Check out her
website at http://www.ellenfinkelstein.com/

7. Quote

"It is easy to pay the price when the promise is clear." - Jim Rohn

I love sharing great ideas that can help you make more sales. I recently realized something I naturally do when I sell that helps me close lots of sales. I have never shared this idea with you because I was not aware it was one of the keys to my sales success. This idea could potentially create a sales breakthrough for you.

The idea is to look for the “hinge point”. The hinge point is the exact moment where the main influence point happens in a sales presentation or communication. Understanding this idea can make you instantly more persuasive.

Here is a real world example. I recently attended a sales presentation on a social media product that was being presented on a webinar. I listened to the presentation with mild interest…until the presented shared the hinge point, the point that influenced me to purchase a $795 product + $495 per month that I had no intention of purchasing.

The hinge point came when the presenter explained the importance of using LinkedIn. While I listened I realized I was only using a small portion of how I could be using LinkedIn. The presenter then went on to share a turnkey social media solution including LinkedIn. My brain quickly realized that 1 additional client per month would pay for a turnkey social media solution.

Sold!

Start noticing the hinge points when you are being influenced. For example:

What influenced you (hinge point) to come to this web page?

What influenced (hinge point) to read this far on the blog post?

Consider the key hinge points in your presentation.

My mentor, Dr. Moine, says, “When you find the true need of your prospect your presentation becomes irresistible.” Stated another way. When you find the hinge point of your prospect your presentation becomes irresistible.

Success,

Eric Lofholm
Ps. If you enjoyed this blog post you will love my 21 short videos on closing. You can request them by putting in your email in the red opt in box on the right hand side of this website.

1. Create a list of scripts that you need.

2. Prioritize your list of scripts using the following criteria:
Easiest
Most Urgent
Most Valuable

3. Select the script that you will write.

4. Set a Deadline for the Completion of the Script.

5. Make a list of all the mini scripts of your presentation and put them in order (sequence).

Yesterday, I had a great call with Lisa Nichols!

Lisa shared some of her best ideas on how to build a speaking and writing business.

If you missed the call you can listen to the recording.

Both links work. You will need iTunes to be able to listen to recording. Go to www.itunes.com to dowload the lastest version of iTunes.

http://podference.com/getFeeds/show/6522

itpc://podference.com/getFeeds/show/6522

Join Lisa and me in San Diego - No Charge - May 14-15

This event is going to be GREAT.  Join me if you can.  Share this event with others.  http://saleschampion.com/close/