Dear Eric,
In this week's newsletter I am going to share with you a great script writing tip.
Each week I will include the following things in the newsletter
• Sales Tip
• Upcoming live seminar information
• Star of the Week
• Sponsor of the Week
• Product of the Month

Sales Tip
After you build trust and rapport and you set up the agenda for the presentation you want to identify customer needs. The outcome of this section of the presentation is to find a problem, want, or need the prospect has that your product or service can solve. The reason you need to do this is because the satisfied man doesn't buy, the satisfied women doesn't buy. The easiest way to find out the problem, want, or need is to ask questions. Make a list of key questions you can ask the prospect to identify their need. One great question you can ask is - What is most important to you about blank? The blank is whatever your product or service is. For example:

• What is most important to you about the sale of your home?
• What is most important to you about your investments?
• What is most important to you about the computer you are looking for?

I want to encourage you to take 10 minutes right now and write down 7 questions you could ask your prospect on your next presentation.

Great Video

Here is another great tip on scripting. Watch the video at

Upcoming Seminars
Join me for 2 full days of training - no charge
Saturday & Sunday May 14-15, 2011 9-5PM both days San Diego
Friday & Saturday September 9-10, 2011 9-5PM both days San Francisco
To register go to http://saleschampion.com/close/

Star of the Week
This week's star of the week is John Limbocker. John has been a client for over 4 years. I helped John develop a great sales process that made sales fun and easy for him. John is an expert at helping websites get listed on the search engines. To learn more about John go to http://www.limboland.net/.

Watch this short video of John sharing how I helped him.

Does your team do a weekly training call?
I love being a guest on weekly training calls. I have 4 opening this month and 8 openings next month to be a guest on your team training call. There is no charge for this service. To qualify you must have a team of 25 people or more. To request Eric Lofholm to be on your team call send an email to wins@ericlofholm.com and put "Team Call" in the subject line. Include your name, phone number, company name, and size of your team in the body of the email.

Sponsor of the Week
This week's sponsor is John Kurth. John is an expert at helping people create great sales scripts. John is offering a 30 minute script writing coaching session. This coaching session is available to the first 20 people who respond. This coaching session is open to people who have not worked with John before. To request a coaching session email wins@ericlofholm.com. Put "Session with John Kurth" in the subject line of the email. Include your name and email in the body of the email. This is a GREAT opportunity to work with John. Take action now. The 20 spots will go fast. Once we receive your request, John will contact you to set up your script writing coaching session.

1.  Think about what you want and write it down.

2.  Decide exactly what you want and write it down.

3.  Look at your goal and make sure it is measurable.

4.  Identify the reasons why you want your goal and write them down.

5.  Decide on exact date you want to accomplish your goal and write it down.

6.  Make a list of action steps to accomplish your goal and write it down.

7.  Create a plan from your list of action steps and write it down.

8.  Take action

9.  Do something every day.

10.  View, visualize, and speak your goals daily.

I am a collector of great ideas. I am always looking for ideas that are simple to implement yet can produce great increases in results.

One idea I have never shared before, that is simple to implement, that can increase your results immediately is to focus in key numbers in your business.

Sales Tracker

You have probably heard the phrase, "You get what you focus on."

I believe in that phrase.

Let me rewrite the phrase in a slightly different way. "You get what numbers you focus on."

There are certain numbers in your life that if you increase or decrease them your life will improve. Improving your life can be that simple.

In sales some of the key numbers are:

New Leads
Appointments Set
Appointments Run
Total Revenue

In the training business I look at:

Webinar Registrations
Seminar Registrations
Deliverable Emails (when I send out an email blast)
Average Revenue per Attendee

Here are some of the numbers that I am personally focusing on right now to move my life and business forward:

Recurring Revenue - This is revenue that comes in from clients that make monthly payments to my company. This year we have put a focus on increasing this number and the number of recurring revenue has increased by over 50% this year!

Run Conference Calls, Webinars, and Speeches - This is how many times did I speak to a group from a conference call, webinar, or speech where I could promote one of my programs per month. The goal is 20 per month. This is a very important number to me because the more times I speak the more sales and the more leads come in.

60 Introductory Coaching Sessions - This is the number my coaches strive for each month.

Asleep by 10 pm - This is a daily outcome for me. I tend to be a night owl. To maintain the amount of action that I take I need a good night sleep each night.

6 pm - 9 pm Family Time - This is blocked time to spend with my young children. My son is 8 and my daughter is 5.

When you identify the key numbers in your life and focus on those numbers you will see improvement in your results.

What are the key numbers for you this month?

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