Brian Klemmer is someone you should get to know. Brian will be teaching with me at the Sales Leadership Seminar June 25-26.

Watch this Video:

Click here to visit Klemmer and Associates website

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About Brian Klemmer:
Brian Klemmer is an international consultant and speaker whose seminars have been attended by tens of thousands of participants in Japan, Canada, the Philippines, Europe, and throughout the United States. He is truly an entertaining and effective speaker, facilitator and master of group dynamics. He is a West Point graduate and is a member of the National Speakers Association. Brian is committed to corporations’ increased success through the empowerment of their people in a win-win environment.

Brian is founder of Klemmer & Associates which has produced results in companies such as ITT Sheraton, Hewlett Packard, American Suzuki Motor Corporation, as well as direct sales companies. He the author of the best-selling book If How To’s were Enough, We’d all be Skinny, Rich and Happy, which discusses many of the key principles and concepts that are the core of his company and his phenomenal, results-producing seminar series. His most recent book, The Compassionate Samurai outlines the ten traits of a samurai and was recently named a #1 Wall Street Journal Business Book.

Brian is more than just a motivational speaker who gets an audience on a temporary high. The key to his effectiveness is the interactive nature of his presentation. His long standing results are the product of the unforgettable new ways people get to see themselves, their business, and life itself.

Success,

Eric Lofholm

What to say when someone says to you I need to think about it, I don’t have the time, or I don’t have the money.

One of the biggest challenges I see network marketer’s face is what to do when the prospect says I need to think about it, I don’t have the time, or I don’t have the money.

This is a challenge for the network marketer and it is also a challenge for most everyone on their team. We know that at the end of a presentation the prospect is going to say one of four things.

1. I am ready to sign up.
2. I am not interested.
3. I have some questions.
4. I need to think about it, I don’t have the time, or I don’t have the money. (or raise some other concern)

Prediction is a form of power. Because we know what they are going to say we can then prepare a powerful, persuasive response to overcome their concern and move the prospect to action. Persuasion is about leading. It is about moving people to action. Great network marketing leaders are great at moving others to take action.

After you have given the prospect your presentation you are going to ask them to take action. After you ask them to take action that is when they typically say I need to think about it, I don’t have the time, or I don’t have the money. I want you to imagine that when you ask the prospect to take action it is if you are giving them a hot potato. When they say to you I need to think about it, I don’t have the time, or I don’t have the money they are giving you the hot potato back. We now need to give it back to them. Here are some ways to do that.

The prospect says to you I need to think about it. You can say:
1. Other than thinking about it is their anything else preventing you from moving forward today?
2. Other than thinking about it I am sure that you have some other concerns. Can share with me your other concerns.
3. Tell me more about that.

The prospect says to you I need to check with my spouse. You can say:
1. If the decision where up to you would you move forward today?
2. On a scale of 1-10 how motivated are you to get started today?
3. Other than checking with your spouse is their anything else preventing you from moving forward today?
4. What would you do if your spouse says no?

In each of these responses you have now given the hot potato back to the prospect. The prospect now needs to respond in some way back to you. When they respond back to you they are probably not ready to take action yet. Your next step would be to tell them a story and then ask again for them to take action. This process is like a dance. After you ask them to take action the first time they raise a concern. You then respond to the concern. They then raise another concern. You then respond with a story and ask them to take action again.

You want to tell a very specific type of story. You want to share a story of someone in a similar situation. A story about someone who had the same concern they did. For example if the prospect tells you they don’t have the money to get started. Tell them a true story of someone else who did have the money either. They went and found the money and now they are financially free because of it. After you tell the story the next step is to ask the prospect to take action. One way you might do this is to say (right after you finished telling them the story of someone in a similar situation) based on what you have shared with me so far I really believe getting involved with our company could help you achieve your dreams. What do you say we give it a try? After you say this be silent. The prospect is now in a place where they need to make a decision. At the end of each presentation you deliver you want the prospect to make a decision. A no is OK. A yes is a lot better. One of the most important things you can do though is to have the prospect make a decision.

Success,

Eric Lofholm

Brian Klemmer is an international consultant and speaker whose seminars have been attended by tens of thousands of participants in Japan, Canada, the Philippines, Europe, and throughout the United States. He is truly an entertaining and effective speaker, facilitator and master of group dynamics. He is a West Point graduate and is a member of the National Speakers Association. Brian is committed to corporations’ increased success through the empowerment of their people in a win-win environment.

Brian is founder of Klemmer & Associates which has produced results in companies such as ITT Sheraton, Hewlett Packard, American Suzuki Motor Corporation, as well as direct sales companies. He the author of the best-selling book If How To’s were Enough, We’d all be Skinny, Rich and Happy, which discusses many of the key principles and concepts that are the core of his company and his phenomenal, results-producing seminar series. His most recent book, The Compassionate Samurai outlines the ten traits of a samurai and was recently named a #1 Wall Street Journal Business Book.

Brian is more than just a motivational speaker who gets an audience on a temporary high. The key to his effectiveness is the interactive nature of his presentation. His long standing results are the product of the unforgettable new ways people get to see themselves, their business, and life itself.

Watch this video…

There are a few characteristics that separate sales champions from those who aren’t. And if you spent a day following a sales champion around, you would learn a lot.

My mentor, Dr. Donald Moine, did exactly that. He studied sales champions and observed them. He learned what makes sales champions unique. He didn’t just study sales champions for a day. He studied them for months and used the information to prepare his doctoral dissertation.

As a student and a business partner with my mentor, Dr. Moine, I have found 3 ways to elevate your sales results.

There are 3 ways to elevate your results:

• Inner Game

• Outer Game

• Action

The inner game is the mental side of selling. It’s your mindset. It’s how comfortable you are with selling.

The outer game is the how to’s of selling. When you sell. And what you say.

The last area is action. It’s moving yourself to follow though on what should you be doing.

Taking Action

Most people take action and then immediately look for the result.

Results take as long as they take.

Focus on activity not results.

Identify the actions a successful person would take in your industry on a daily basis.

What habits would they have?
What would they believe?
What actions would they take?

The universe rewards people who take action differently than those who don’t.

Action is a skill set.

Would you be interested in learning the 3 ways to elevate your results in depth?

I have a program that takes you step by step through the sales process. I will teach you how to develop the mindset of a sales champion. I will teach you proven strategies to increase sales. And I will share some of my best strategies to take action consistently.

Click here to learn how to increase your sales

For many sales professionals and small business owners, they are focused on what is urgent and not necessarily what is important.

So, it should come as no surprise that if you’re not getting the results you want, it’s probably because you’re not doing the right things.

What can you do to improve your results?

There are 3 ways to elevate your results:

• Inner Game

• Outer Game

• Action

The inner game is the mental side of selling. It’s your mindset. It’s how comfortable you are with selling.

The outer game is the how to’s of selling. When you sell. And what you say.

The last area is action. It’s moving yourself to follow though on what should you be doing.

Outer Game of Selling

Let’s focus on the outer game of selling.

The outer game is the Tactics, Scripts, Leads, and Calendar.

Use the power of goal setting to increase your results. Set goals Daily, Weekly, and Monthly.

One of the ways you can improve your sales results is through modeling. Look for best practices. Find someone else in your industry who is already successful and model what they are doing.

One tactic you can use to increase results is the preframe. Let your prospect/client know in advance what you expect from the meeting. If you are going to ask for an appointment, let them know at the beginning of the call.

There are dozens of ideas I can share with you on the outer game of selling. We’re just scratching the surface. In fact, I haven’t even shared with you the most profitable idea I have ever learned.

Would you be interested in learning the 3 ways to elevate your results in depth?

I have a program that takes you step by step through the sales process. I will teach you how to develop the mindset of a sales champion. I will teach you proven strategies to increase sales. And I will share some of my best strategies to take action consistently.

Click here to get on the fast track

Are you reaching your full potential? If not, there is something you can do to increase your results.

Over the last 17 years in sales, I have learned only 3 ways to elevate your sales results. Everything falls into one of these 3 categories.

There are 3 ways to elevate your results:

• Inner Game

• Outer Game

• Action

The inner game is the mental side of selling. It’s your mindset. It’s how comfortable you are with selling.

The outer game is the how to’s of selling. When you sell. And what you say.

The last area is action. It’s moving yourself to follow though on what should you be doing.

Inner Game of Selling

We are going to focus first on the Inner Game.

Today might just be your day. Today may be the day you experience the breakthrough you have been looking for. It could happen right now!

The power of the present moment is that in any given moment and time you can experience a breakthrough in your life.

Belief is the mental act, condition, or habit of placing trust or confidence in another: My belief in you is as strong as ever.

Mental acceptance of and conviction in the truth, actuality, or validity of something: His explanation of what happened defies belief.

A belief is a feeling of certainty about something. Beliefs in many cases are not true. They are just beliefs. Beliefs are thoughts. Thoughts can be changed.

What thoughts do you need to change?

Would you be interested in learning the 3 ways to elevate your results in depth?

I have a program that takes you step by step through the sales process. I will teach you how to develop the mindset of a sales champion. I will teach you proven strategies to increase sales. And I will share some of my best strategies to take action consistently.

Click here to learn how to increase sales more consistently

One of the most powerful closing techniques you can use to close more sales is the preframe. And the best part is that it’s easy to use. It just requires some preparation.

Selling is a thinking man’s game. Selling is a thinking woman’s game. Selling is like mental chess.

Preframing is a way to shape someone’s listening. It is also a way to handle objections before they come up.

Reverse engineer the sales process. This means begin with the end in mind. What is the end result you are looking for? You can use preframing to assist in you getting that result.

The Close is the Natural Conclusion to a Well Delivered Sales Presentation!

A preframe is simply letting someone know in advance what is going to happen. The close is the natural conclusion to a well delivered sales presentation. By preframing the sale, you are letting someone know in advance what is going to happen.

So, how do you actually preframe the close? Here’s the exact language I use, “I have 2 outcomes for our presentation. My first outcome is to share some great ideas with you. My second outcome is to share with you how my ongoing coaching program works. I will give you all the details at the end of our meeting.”

How do you normally deliver your presentation? What can you say early in your presentation to preframe the sale?

Looking for additional techniques to help you close more sales?

Click here to learn my secrets the easy way!

Success,

Eric

One of the most valuable ideas I have learned recently has benefited me in many ways.

When the economy is strong, it’s easy just to keep on doing what you’re doing. You’re likely to get good results even though you’re not working as effectively as possible.

In a down economy, it’s much more difficult. You can put out the same effort, but not get the same result.

When the economy shifted in 2008, my business was affected. Our efforts as a company were not generating the same results.

We took action to make adjustments and very quickly, our results began to improve. One of the areas where we made a change was in the type of training we do. In the past, we were a seminar company. Most of the training we did was through live training events.

I Realized I Needed to Expand my Comfort Zone!

We also use conference calls to deliver training. But, one area where I resisted was in doing webinars. Many other trainers do webinars, but for whatever reason it was outside my comfort zone.

When the economy shifted, I realized I needed to find another way to deliver training that didn’t require students to travel or for us to book a venue which adds an additional cost.

What strategy did I choose to implement? You guessed it! Webinars!

The funny thing is once I did the first one, I realized how easy it was. And now, we’re delivering just as much training through webinars as we are through live training events.

But, this is not a conversation about webinars. It’s a conversation about making changes in your business.

The big idea for you is that there’s something you are resisting doing that could create a breakthrough in your business. What is that one thing that you know if you did it would increase your sales and profits?

Look for Ways to Optimize your Business!

The principle here is Optimize. You need to optimize your business. Look for opportunities to make a change that will help you to generate more leads, book appointments or close more sales. Look for opportunities to automate your work so you can earn Sleeping Money. That’s money that comes in while you’re sleeping!

What is one area of your business you can optimize now that would allow you to improve your results? Write it down and take action. Move at the the speed of instruction.

People do business with people they know, like and trust. One of the most powerful ways you can attract new clients is to ask for referrals.

But, how do you actually ask for referrals.

Here are a few secrets that will help you to get more referrals more consistently.

Write down a referral script.

Human beings respond in predictable ways. Often times what works for someone else will work for you. Think about the people in your company or industry. Is there one person who gets more referrals? You can borrow other people’s scripts. Ask them what specifically they say to ask for referrals.

One simple strategy you can use to get more referrals is to set a goal for referrals. Next, get into action. I recommend you ask for referrals at least 3x in the next week. And, ask for at least 1 referral tomorrow.

Here’s one question you can use to ask for referrals: Who is one person you know who is a ____________ that you think would benefit from my services?

In the blank space, insert the name of an industry, or characteristics of your ideal clients. If your ideal clients are realtors, then you can ask: Who is one person you know who is a realtor that you think would benefit from my services?

Take a moment now to write down a question you can ask for referrals.

Watch this video for quick tips to get more referrals…

A referral system is a great way to generate leads at zero cost.

Rate yourself on a scale of 1-10 in the area of referrals.

What is one idea you can implement right now to increase the number of referral you receive?