Sales Leadership Training

Join Eric Lofholm and Brian Klemmer for an entertaining and informative evening of sales training – FREE Event!

Prepare to be inspired and motivated by 2 of the top trainers in the sales and leadership industries. The truth is, you can only rise to the level of your leadership. By raising your leadership skills you raise your sales and income potential.

Brian and Eric will be sharing some great sales and business building ideas. Eric will share some great tips on how to sell in the new economy. Brian is an expert at leadership and motivational training. He will share some of his best ideas on leadership and personal development for your business.

The powerful knowledge in this seminar will allow you to reach new levels in your business and life.

Thursday, July 29th, 2010
7:00pm – 10:00pm
Marin County, CA

Inn Marin
250 Entrada Drive
Novato, CA 94949
415-883-5952

Introducing Eric Lofholm

Eric Lofholm is a Master Sales Trainer who has trained tens of thousands of sales professionals nationwide. He is President and CEO of Eric Lofholm International, Inc., an organization he founded to serve the needs of sales professionals worldwide.

Eric began his career as a top-producing sales representative for 3 different sales organizations. His consistent track record of regularly outperforming his fellow sales reps earned a reputation of success that follows him to this day.

He is the author of “How To Sell In The New Economy“.

Introducing Brian Klemmer

Brian is the founder and CEO of Klemmer & Associates. Brian is a truly entertaining and effective speaker, best-selling author, facilitator and master of group dynamics.

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.

To request your spot fill out the form below:

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Promotion and Selling Made Easy

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Attention Entrepreneurs, Business Owners, Sales Managers, Sales Executives and Independent Service Professionals…

Join Eric Lofholm and
Jill Lublin for an Evening of
Motivation, and Encouragement – FREE Event!

Introducing an evening with 2 of the world’s top trainers

From: Eric Lofholm, Master Sales Trainer & Coach, Roseville, California
Re:Promotion and Selling Made Easy

Are you tired of hearing the words “no,” “maybe,” and “I’ll think about it” from your prospects? Are your sales rejections getting you down?

Is your list of leads dwindling (or non-existent!) as you struggle to find the next sale, and the next and the next? Could your lead generation system use a good boost?

The truth is, maybe you’re simply missing a few powerful sales and/or promoting techniques that could make all the difference in the world. Perhaps, with a little help, you could dramatically improve your closing rate?!

Monday,September 20th, 2010
6:30pm – 9:00pm
Marin County, CA

Hotel: Inn Marin
250 Entrada Dr
Novato, CA 94949
415-883-5952

Jill Lublin and Eric Lofholm will be sharing some great business building ideas. Eric will share some great tips on how to sell in the new economy. Jill is an expert at publicity. She will share some of her best ideas on how to get publicity to grow your business.

Introducing Eric Lofholm

He is the author of “How To Sell In The New Economy“.

Introducing 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.

To request your spot fill out the form below:

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Sales Appointment Setting Tips Video

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In this quick sales training video I share some powerful, easy to implement sales appointment setting tips.

Be sure to listen carefully to the word-for-word appointment setting close.

It is one of my favorite and most effective appointment setting scripts.

Give this appointment setting script a try and see for yourself that it works.

If you liked this sales training tip, leave a comment or use the handy bookmark buttons below to share it with others on Facebook, Twitter, Digg, etc.

Thanks!

Eric

Filed Under: featured, sales appointments, sales scripts Tagged With: appointment setting scripts, sales appointment setting, sales training tip, sales training video

How to Find New Prospects for your Business by Leveraging your Network

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As a sales professional or business owner, you need to find prospects you can deliver your sales presentation to. My sales mentor, Eric Lofholm, calls this process lead generation.

One of the keys to lead generation is systems. You want to develop multiple lead generation systems.

Lead generation begins with a database. Do you have a database where you are entering leads? If not, then you might be leaving money on the table.

Lead generation begins with identifying your target market. Who is your ideal client? You need to find ways to connect with new prospects, whether through networking, phone calls, or email.

A POI is a Person of Influence!

Eric’s number 1 lead generation idea is POI. A POI is a person of influence. Everyone has a network. A POI is a person who has a large network where a % of that network is your target market.

Another great strategy to prospect for new leads is through Top Down Selling. This is another way of describing a POI relationship. You influence the POI to refer you, recommend you, or endorse you to their network.

So, what can you do if you want to reach a POI in an organization? You can use an approach called Climb the Ladder Selling. This is where you know someone who knows the POI. You get the person you know to refer you to the POI.

Another strategy that many people know about, but that few do well is the Reciprocal Referral Relationship. This is where you find someone that you can refer business to and then can refer business back to you. An example would be a real estate agent and an insurance agent.

What are you doing to find new prospects? Select one new strategy to implement and you will be well on your way to finding new prospects.

Sell with Confidence,

Kevin Perkins
Sales Trainer, Eric Lofholm International

Kevin delivers training through conference calls and live training sessions.

Filed Under: Lead Generation, Sales Prospecting, Sales Systems, referrals, selling Tagged With: Eric Lofholm, find prospects, Kevin Perkins, Lead Generation, POI, prospecting, referrals

Appointment Setting Secrets: 8 Tools to Set More Appointments

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The purpose of setting an appointment is to set an appointment. Too often, people try to accomplish too much when they pick up the phone to call someone.

You’ve probably heard the phrase, “sales is a numbers game.” That’s only true if you have an effective presentation. Otherwise, no matter how many appointments you run, you’re not going to achieve your sales goals.

What is an appointment? An appointment is a meeting with one or more people for the purpose of delivering your sales presentation.

Here are some different types of appointments:
*One-on-one meeting in person
*One-on-one meeting by phone
*Conference call with multiple people
*Front of room speech for multiple people

I also consider certain marketing activities to be an appointment including email marketing, audio recordings and sales pages. They can share details about your product or service and deliver a clear call to action.

If you want to set more appointments, then you need to invest your time in becoming good at setting appointments.

Here are 8 Appointment Setting Tools you need to set more appointments:

1. Appointment Setting Script
You need a powerful, persuasive script that will help you explain the benefits of your appointment and a clear call to action.

2. Confirmation fax or email
What doesn’t get scheduled, doesn’t get done. After you set an appointment, you need to remind your prospect by confirming the appointment.

3. Information fax or email
Apart from confirming the appointment, you may want to send information to your prospect prior to the appointment.

4. Objection response scripts
There are a lot of reasons someone may not want to meet with you. You need to be prepared to respond to any objections.

5. Leads in your target market
When you sit down to make calls, you need to be prepared with a list of leads to call.

6. Calendar
In order to set appointments, you need to have a centralized calendar you can refer use to book appointments and so you will know when you’re appointments are.

7. Blocked, scheduled time
What doesn’t get scheduled, doesn’t get done. If you want to set more appointments, then you need to block out time on your calendar.

8. Tracker
Wherever you focus your attention, you will see an improvement in results. If you want to set more appointments, you need to set appointment goals. Use a Daily Tracker to track your results.

I’ve just begun to reveal the secrets that I teach my clients to help them set more appointments. There is so much more to share.

Setting appointments is one of the most important skills in sales and it is often overlooked. I highly recommend you take the time to work on your appointment setting skills.

Success,

Eric Lofholm

Filed Under: Appointment Setting, Objection Handling, featured Tagged With: Appointment Setting, book appointments, Objection Handling, sales training, setting appointments

Eric Lofholm Training For Sales Mastery