I was fortunate enough to attend a live seminar with Eric Lofholm, a leading expert in sales script writing and coaching. I thought you would enjoy reading some of the”golden nuggets” he presented.
Breakthrough Ideas
The #1 way to grow your business is collaboration; being laser focused on it helped Eric grow his business.
Think how much you can earn in a month, and what is your potential to achieve that, now double it.
Show Up Powerfully and Play Big
In other words, make a decision not to shrink from what you think is the right thing to do because you’re afraid of not fitting in, being accepted, or because of conflicting commitments. Your driving force should be – I’m going to do what I know is right. He gave an example of when he shared an idea with his friend’s daughter even though at first he thought it wasn’t his place to say anything, but he ended up really connecting with the daughter and helping her.
Improving Sales
If you’re giving a sales presentation research the people you’re meeting with on Facebook or LinkedIn to see what their interests are and mention it to them. You’ll be able to get a human reaction from them and gain rapport.
The best way to elevate sales results is to practice. The close is the part of presentation where you ask for commitment. If you practice your sales close five times a day, how good would you be after a year?
#1 Closing tip: Get the prospect to want what you offer before your close – put a great presentation together.
Humans respond to direct commands. Write down your close word for word – include why they should take action now, and clearly communicate it.
Eric’s classic closing line: “Whether you buy my program or not, you pay.”
Make practicing a game, and make improving your business and life a game.
Focus on Revenue Producing Activities
To create revenue now:
- See more people
- Go back to everyone you’ve presented to and ask them to buy
- Go back to everyone who has bought and ask them to buy again
- Extend or improve your product line
- Hire a sales person (or people)
- Offer a product on the Internet
- Represent someone else’s product
- Ask for referrals from people who have bought
- Have a sale
- Offer a discount
- Add more value to your product offering (for example, bonuses, extended warranty or service time)
- Create an irresistible offer
Eric’s Definition of Sales
- Selling = service
- Sell from honesty, integrity and compassion
- Selling is about leading
- Selling is about moving people to action
Eric recommends saying the following 10 times a day for the next 30 days to get in the all-important confident mindset:
- Whatever I do works
- People love to send me referrals
- I love to sell
- I love scripts
- I am a leader
- People love to buy from me
As always, I’d love to hear your comments!
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